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Weekly Newsletter – Killer idea I just thought of on Sunday night
Last Saturday (July 10) my son and I went to visit my dad in Marin County where I grew up. While I was there my step mom shared with me all the new things she was learning to do on her Mac computer. She is not a technology expert yet she was blowing me away with all the cool stuff she could do on her Mac.
I was especially interested in what she created when she was showing me her presentation she created in a program called Keynote. One of the things she showed me was a slide show she created with photos from her trip to Paris. While the slide show was on great music was playing in the background.
This gave me a really cool idea that is super easy to implement. I took action on the idea last night. This idea will help you achieve ANY goal.
The idea is to create a slide show using PowerPoint or Keynote. Put images or text of what you want on the PowerPoint slides. For example if you want a 4 bedroom home free and clear put that text on one of the PowerPoint slides and then insert in a picture of a 4 bedroom house.
Last night, in a matter of minutes, I was able to create a very basic slide show of my goals. When I got to my office this morning I began my day with the slide show of my goals. While the slide show played I put on some great music from Itunes. So I watched the slide show while listening to great music.
Let me know your thoughts on this idea in the comment section below. Also indicate if you are going to take action on the idea in your comment.
Happy Selling,
Eric
The second part of the newsletter is in the post below.
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Weekly Newsletter – Upcoming Events
The following events are available at no charge.
Thursday July 29
7:00 pm – 10:00 pm
Sales Leadership
Eric Lofholm and Brian Klemmer
http://saleschampion.com/eric-lofholm/sales-leadership-training/963/
How to Sell in the New Economy Seminar
Tuesday, July 27 Orange County, California
Tuesday, August 24 San Diego, California
Tuesday, October 19 Sacramento, California
Thursday October 21 Las Vegas, Nevada
To register go to http://howtosellintheneweconomy.com/
How to Sell in the New Economy Webinar
Monday July 19 and July 26 at 4:00 pm pacific
To register go to http://howtosellintheneweconomy.com/
The Close 2 Day Boot Camp
Friday and Saturday, September 17 and 18
Eric Lofholm and Dr. Donald Moine
http://www.ericlofholm.com/close/
Network Marketing Webinar
Wednesday, July 21 at 10:00 am
To register go to http://www.mlmsuccesswitheric.com/
July Product of the Month
This month’s product of the month is perfect for anyone who:
- Has a resistance to sales
- Is uncomfortable asking for the money or the order
- Wants to learn how to be a better closer
http://saleschampion.com/eric-lofholm/sales-leadership-training/963/
Success,
Eric Lofholm
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My Best Idea for July – This is a Golden Nugget!
I am a collector of great ideas. I am always looking for ideas that can improve my business or my life. Last year I attended CEO Space. CEO Space was founded by Berny Dohrmann. At CEO Space (www.ceospace.net) I met a brilliant coach named Jeff Prager (www.backroommanagement.com). Jeff is one of the brightest guys I have ever met. Our first conversation was at the
bar in Henderson, Nevada at the Lowes Resort.
I immediately recognized the quality of the ideas Jeff was sharing. I hired him to coach me on the spot. Jeff and I were on a coaching call recently and he was sharing a problem that he saw in my business. The problem was also an opportunity. Jeff shared with me the best business idea I have ever heard.
Jeff told me that I don’t have an exit strategy. He said that based on my business model I would never be able to stop working because I would need the work income to pay my bills.
I thought about it and agreed with what he was saying.
He then shared an idea to license my content to sales trainers who would like to leverage my system. This has been done by Sandler Sales and BNI. In both companies the founders developed a system and created success by duplicating themselves in others. I am going to do this. I don’t have any announcements to make today but I have shifted a portion of my thinking time to develop this idea.
I can see 100+ Eric Lofholm trainers teaching my system all over the world. The realization of that idea is a game changer. I could pursue this idea or I could pursue an idea like adding corporate training to my product line. Both ideas are worth pursing. Adding corporate training to my product line is not a game changing idea.
Here is the Golden Nugget. Develop an idea that can be a game changer for you. Identify a destiny changing idea and take action on it. If you are like me you have lots of ideas on what you can do to grow your business and improve your life. Not all ideas are created equal. In many cases if you take action on one of your ideas and it succeeds it won’t make much of a difference in your life.
Here is an example. Last year I created a course called Online Mastery. The idea behind the course was to teach the attendees how to grow their business online. I set a goal for how many participants I wanted. I took action and taught the seminar. Value was delivered but there was no significant shift in my life.
Most ideas are like this. We take action on the idea and very little changes for us.
The Miami Heat came up with an idea to recruit LeBron, Wade, and Bosh. That was a game changing idea!
So the Golden Nugget is to pursue an idea that if you pulled it off would truly be a game changer. Part of the purpose of your subconscious mind is to answer whatever question you ask yourself. Ask yourself:
What is an idea that could truly be a game changer for me?
Post your answer to that question in the comment section below.
Stay Frosty, (this is show of respect to the world’s greatest copywriter, John Carlton)
Eric
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Weekly Newsletter – Why Selling is so Important to Entrepreneurs and why Most Entrepreneurs Don’t embrace Selling.
Weekly Newsletter
I am really in massive action mode right now. I have so many wonderful things to share with you it would take 10 emails just to catch you up. Starting today I will be emailing you each week a valuable sales training idea along with all the sales training opportunities available to you.
The subject of the email will be This Week at Eric Lofholm International. (To get on my email list fill out an opt in form on my website at www.ericlofholm.com. Any opt in form will do)
The format of the newsletter is a valuable sales training tip followed by important announcements about upcoming webinars and events.
I will include the highlights in the weekly email. To get more details you can view the entire weekly update on my blog.
Eric’s Personal Side
I am staying with my dad for a few days in Marin County. My son, Brandon, is with me. I was in Phoenix yesterday teaching a seminar. My dad and son went to the Oakland A’s game and had a blast. My wife and kids and I are getting ready to go on a 1 week vacation the first week in August.
| Why Selling is so Important to Entrepreneurs and why Most Entrepreneurs Don’t embrace Selling. | ||
| Why Selling is so Important to Entrepreneurs and why Most Entrepreneurs Don’t embrace Selling.
Selling is one of the most important skills an Entrepreneur will ever develop. Being an entrepreneur myself I know this first hand. Even though selling is a critical skill most entrepreneurs avoid it like the plague. There is a very simple reason for this. Read on and you will discover why most people avoid sales and how to learn to love selling. When you think of a salesperson what do you think of? When I ask this question of my seminar audiences here are some of the answers I get: Manipulator, high pressure, are twisting, liar, in it for themselves, and no integrity. No wonder most people resist selling. If I associated selling to the list above I would avoid it as well. To me selling doesn’t have to be those things above. I teach people how to sell from honesty, integrity, and compassion. It is not about a hard sell, it is about a heart sell. My definition of selling is selling equals service. The reason why you MUST embrace selling skills is selling is about leading. Selling is about moving people to action. People need to be led. Not only do people need to be led, we want to be led. Think about it, when you make a purchase don’t you want the person you are speaking with to lead you to make the correct purchase? Imagine you call up a travel agent to book a cruise. You want to go Alaska. You want to travel in November. The travel agent let’s you know that you will have a more enjoyable trip if you go after March 1 when the weather is better. You change your travel arrangements due to the recommendation of the travel agent. Notice the travel agent in this example didn’t use high pressure or manipulation. They simply led you to make a better decision. They moved you to action. Now that you know that you can embrace selling without being high pressure or manipulative it is time to get to work developing your selling skills. Here are some great tips on how you can improve your selling skills. 1. Develop a script. Most entrepreneurs I meet resist using scripts. The reason is they don’t really know what a script is. Most people, when they think of a script, think of the telemarketer that calls them up during dinner offering the local newspaper. This is not what I mean. You are either using a script or you are speaking in glossolalia. Glossolalia is how schizophrenics speak. They say things like chair, computer, red, closet, car, etc. These words in sequence have no meaning. They speak in word salad. This is not how you speak therefore you are using a script. A script is simple a series of words that when spoken together have meaning. It is not a question of whether or not you are using a script. The question is how good are your scripts? 2. Reverse engineer your sales presentation. A sales presentation is anytime you are meeting with someone and attempting to influence them. When you reverse engineer your sales presentation it means you decide in advance what you are going to say, when you are going to say it, and how you are going to say it. 3. Set monthly goals for what you want to accomplish. Most entrepreneurs set goals only once per year. Take time out at the end of each month to set goals for the next month. If you have a team it is important that you set goals for what your team is to accomplish. Your job as the leader is to get EVERYONE paddling in the same direction towards the accomplishment of the team goals. It took me years to learn this lesson. This one idea is worth the investment you made in this book 100 times over. 4. Ask for the order. This is one of the simplest ideas yet I am constantly amazed at how many entrepreneurs don’t ask for the order when they are speaking to their prospects. If you are speaking to someone and you don’t ask for the order you didn’t give a presentation you had a conversation. It is not necessary to use high pressure when asking but you must ask. Here are some simple ways to ask for the order. 1. How do you feel about moving forward? 2. What do you say we give it a try? 3. I am open on Tuesday at 3:00 or Wednesday at 3:00 what would work best for you? After you ask for the order be silent. Selling has its own language. Part of the language of influence is silence. Silence is a simple technique yet very powerful. Consider the following scenario. Most of us have seen the girl scouts selling cookies in front of the grocery story. Usually what happens is they ask us if we would like to buy some girls scout cookies. After they ask have you ever noticed they are silent? The reason they are silent is because that is part of the sales presentation. Does this technique work? The girl scouts have sold millions of boxes of cookies through the years. Now imagine this scenario. Instead of being asked if you would like to buy some Girl Scout cookies, she gave you a business card. She then explained to you that if you go to the web site you can purchase as many boxes as you would like. If she handed you a business card would you go to the web site and buy some cookies? The answer is no. Unfortunately most entrepreneurs give out their business card and tell the prospect to call them when they are ready. 5. Ask for referrals. One of the easiest ways to grow your business is by referrals. Many entrepreneurs wait for their customers to provide them with referrals. If this is how you do business you are leaving a ton of business on the table. If you have done a good job for someone, in most cases, if you ask for referrals they will give them to you. You must lead them and you must move them to action. The way to do this is with a script. Here is a simple script that has brought me thousands of referrals. “As you probably know I work with referrals. A good referral for me is ______________ (tell the prospect what a good referral for you is). When you think of a good referral think of ____________ (share with them who to think of). Of everyone you know who would be the best referral for me? I have helped many entrepreneurs grow their business. It all starts with mindset. Make a decision today to embrace selling skills instead of resisting them. This one decision could change your life. You will be more successful, make more money, and help more people. The purpose of my company, Eric Lofholm International, is to be a place where people can come from all over the world to learn the finest ideas on sales, influence and success. If you enjoyed this article and would like to learn more I encourage you to go to my web site www.ericlofholm.com and sign up for my newsletter. |
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The following events are available at no charge.
Monday, July 12 6:30 – 9:00 pm
Promotion and Selling Made Easy
Eric Lofholm and Jill Lublin
Marin County, California
To register go to http://ericlofholm.com/jill-lublin/
Thursday July 29 7:00 pm – 10:00 pm
Sales Leadership
Eric Lofholm and Brian Klemmer
To register go to www.ericlofholm.com and go to the upcoming events page.
How to Sell in the New Economy Seminar
Tuesday, July 27 Orange County, California
Tuesday, August 24 San Diego, California
Tuesday, October 19 Sacramento, California
Thursday, October 21 Las Vegas, Nevada
To register go to http://howtosellintheneweconomy.com/
How to Sell in the New Economy Webinar
Monday July 19 and July 26 at 4:00 pm pacific
To register go to http://howtosellintheneweconomy.com/
The Close 2 Day Boot Camp
Friday and Saturday, September 17 and 18
Eric Lofholm and Dr. Donald Moine
http://www.ericlofholm.com/close/
MLM Webinars
Wednesday, July 14 at 10:00 am
Wednesday, July 21 at 10:00 am
To register go to http://www.mlmsuccesswitheric.com/
July Product of the Month
This month’s product of the month is perfect for anyone who:
- Has a resistance to sales
- Is uncomfortable asking for the money or the order
- Wants to learn how to be a better closer
All the details about the product of the month are below.
The July product of the month has special pricing for the first 100 people who purchase it. After 100 orders the price will return to its regular price.
This month’s offer is off the charts amazing. The 100 orders will go very quick.
Here is this month’s offer.
The July product of the month has $348 sales training materials for $49.
To order go to http://saleschampion.com/eric-lofholm/product-of-the-month/
Component #1: How to Develop the Mindset of a Master Influencer DVD and Audio CD
This product is great for anyone that is uncomfortable asking for the order, asking for the money, or picking up the phone and making phone calls.
This product contains a 1 hour DVD and a 1 hour audio CD.
In this program, you will learn:
* The mindset of a master influencer
* How to reprogram your subconscious mind for success
* Effortlessly attract Power, Prestige, Success, and Wealth
* Grab hold of the key to becoming a true Master of Influence
* Use the power of words to influence others
* Use your vision of yourself to alter the actions you take
* Take the first and most important steps to becoming a master of influence
* How your “self talk” affects your results and much, much more
The regular price of this DVD and Audio CD is $199.
Component #2: How to Close Live Webinar & Recording
On this webinar I will share with you my best ideas on closing
Imagine how much more successful you would be if you totally confident in your close.
Here Is What You Will Learn:
- How to confidently ask for the money or the order
- Specific closing scripts and phrases to get people to take action
- Step by step how to close
This program contains:
- The live webinar on July 28th, 2010
- A recording of the webinar
- The PowerPoint slides of the webinar
The regular investment in this webinar is $149.
You get the Mindset of a Master Influencer program AND the How To Close Webinar, $348 worth of training!
| Option 1: Save 86%! Order both now for only $49
(This offer is good for the first 100 people who order. Once we reach 100 orders, this page will list the Full Retail Price.) All you would need to do to recover your investment is learn 1 idea that produces 1 sale. You will be able to benefit from what you learn for the rest of your life! Option 2: How To Close Webinar for $29 Attend the live webinar on July 28th or watch the recording. With option 2 you can order the How to Close Webinar by itself for only $29. The program comes with a 30 day money back guarantee. All you would need to do to recover your investment is learn 1 idea that produces 1 sale. To order go to http://saleschampion.com/eric-lofholm/product-of-the-month/ |
Success,
Eric Lofholm
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How Sales Scripting will Influence Where LeBron James Signs
Sales scripting has a HUGE influence on professional sports. I am a big sports fan and I am always fascinated how agents, athletes, and owners use sales scripting to influence negotiations.
LeBron James is the biggest free agent in the history of sports. LeBron has been the MVP of the National Basketball Association (NBA) for the last 2 years. Right now he is free to sign with the team of his choice.
Six teams meet with LeBron for scheduled appointments last week. These meetings lasted anywhere from two to four hours. I would imagine that over 100 hours went into the preparation of each presentation! (How much time do you spend preparing for important sales presentations?)
Jay Z and LeBron James
One of the teams that met with LeBron was the New Jersey Nets. Prior to the meeting very few people gave the Nets a change to land LeBron. After the meeting the Nets were considered one of the front runners. What changed? What changed was the Nets delivered a killer sales script! During the presentation they focused on the benefit of LeBron becoming a global icon. Jay Z is part owner of the Nets. Jay Z is a global icon in the music industry. He is married to Beyonce. Beyonce is a global music superstar. Part of the Nets approach was if you sign with us Jay Z will mentor you! Jay Z told LeBron he would help him create a clothing line and help him expand his brand globally.
Mikhail Prokhorov is the Russian Billionaire owner of the Nets. He was also present in the meeting with LeBron. Prokhorov told LeBron his vision is to make the Nets a global team. Imagine if a Billionaire and Jay Z were delivering a sales script to you and part of the benefit is they were both going to personally help you expand your brand globally. That would be pretty hard to say no to.
Always remember that influence happens in an instant. Where LeBron ultimately signs as a free agent may come down to one sentence that was delivered during one of the presentations.
Now let’s talk about something very important to you. Let’s talk about what you can learn from the Nets presentation to Lebron.
The first big takeaway is the preparation they did for the presentation. I have a question for you. Have you been spending enough time preparing to deliver your important presentations? If the answer is no, create an intention to consistently prepare high quality sales presentations. Joe Stumpf is a legendary sales training in the real estate field. One of the points Joe makes is you are either delivering a presentation or you are preparing to deliver a presentation. The example Joe uses to drive the point home is about Michael Jordan. When Michael Jordan played basketball he was statistically one of the most consistent players of all time. Michael Jordan was either playing in a basketball game or preparing to play in a basketball game. The key idea is to place value on preparation.
The second big takeaway is about creativity. Selling is a thinking man’s game. Selling is a thinking woman’s game. When you sell look for angles. The Nets took a creative approach in their sales presentation. They were probably the only team that focused on taking LeBron’s brand global. My mentor, Dr. Donald Moine, taught me to be creative when creating my sales scripts. Look for ways you can be creating when writing your sales scripts.
Would you like to learn cutting edge sales scripting ideas? I recently did a webinar where I revealed several script writing golden nuggets. To watch the webinar now go to http://saleschampion.com/eric-lofholm/scriptingvideo/
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