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Ask for the Order

By Eric Lofholm

This is one of the simplest ideas yet I am constantly amazed at how many people 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.

Part of the Language of Influence is Silence!

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 people give out their business card and tell the prospect to call them when they are ready. Don’t fall victim to this pitfall. Ask for the order!

Success,

Eric Lofholm

Filed Under: Objection Handling, Sales Strategy, Sales Success, closing techniques, featured Tagged With: , , ,

6 Principles of Success – Bill Bartmann Audio

By Eric Lofholm Leave a Comment

bill_bartmann

Bill Bartmann has an amazing success story to share. He’s had to overcome tremendous obstacles to get where is today. At the end of the interview, Bill shares a business opportunity. For that reason, this audio may not be suitable to pass along to your network marketing downline. For all others, enjoy!

Learn Bill Bartmann’s 6 Principles of Success – Click here to listen to the audio now:

Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

http://podference.com/getFeeds/show/6164

(NOTE: During the interview, Bill shares 30 minutes of great content and then shares a business opportunity that is available for a limited time.)

About Bill Bartmann:

Bill Bartmann is the world’s foremost authority on profiting from government bailouts.

During the last government bailout–the savings & loan crisis–Bill went from bankruptcy to billionaire.

Today Bill’s life is devoted to teaching entrepreneurs how to take advantage of the same economic climate that catapulted him to #25 on the Forbes list of wealthiest Americans.

Bill’s book, Bailout Riches: How Everyday Investors Can Make a Fortune Buying Bad Loans for Pennies on the Dollar, is a No. 1 best seller on Amazon.com.

Beyond profiting from government bailouts, Bill is a leading authority on entrepreneurship in America. Over the course of his 40 year business career he has:

Created seven successful businesses in seven different industries.

Grew a $3.5 billion, 3900 employee International company from a $13,000 loan from his kitchen table

Been named National Entrepreneur Of the Year by NASDAQ, USA Today, Merrill Lynch and the Kauffman Foundation.

Had his companies named by Inc. Magazine as one of the 500 Fastest Growing Companies In America–four years in a row.

Been awarded a permanent place in the Smithsonian Institutes Museum of American History

Received the American Academy of Achievement’s Golden Plate Award as one of the Outstanding Achievers of the 21st Century.

For more information, visit here: http://www.billbartmann.com/

What Can You Learn from a Billionaire?

What do billionaires know that you don’t? How can you benefit from learning a few new distinctions that could dramatically increase your results?

You probably have seen many books on the topic of becoming a millionaire. They have titles like The Millionaire Mind, The Millionaire Next Door, and Weekend Millionaire Mindset.

But what about billionaires? You may be interested to know that more than 2,300 people have won an Olympic Gold Medal, but only 1,125 people have become billionaires.

Please keep in mind that this group of 1,125 people includes people who had major help along the way: Many were born with it, inherited it, or had every advantage while growing up.

Then there’s my friend Bill Bartmann. He became a self-made billionaire after being in terrible circumstances: His family was twice evicted from homes because the buildings were declared “unfit for human habitation.” He kept a pet dog, not to be his play buddy, but to keep the rats off him at night. Yet he went on to become a billionaire.

Here’s where it gets even more interesting – Bill is willing to share with you the details of how he became a billionaire, and he would like to offer you an opportunity to partner with him in his current business. When have you had the chance to partner with someone who knows what it takes to build a multi-billion dollar business?

Be sure to listen to this audio from start to finish. You’ll just as amazed as I am about his story.

In fact, by the end of the audio, you’ll understand why Bill became so astonishingly successful and you’ll understand the opportunity that is available to you and me right now.

Learn from a man who has gone from bankrupt to billionaire. You don’t want to miss this!

Success,

Eric Lofholm
Master Sales Trainer and Coach

Filed Under: Interviews, Positive Affirmations, Sales Mindset, Sales Success Tagged With: , , , , ,

Great Video from Art Williams – Just Do It

By Eric Lofholm 1 Comment

Here is an inspiring video I recommend you watch whenever you need some motivation…

If you liked this video, please retweet this post to share it with your network!

When you need to increase sales, Just Do It!

CLICK HERE for inspiring videos on how to Increase Sales

Filed Under: Motivation, Positive Affirmations, Sales Success, Videos, featured Tagged With: , , , ,

Introducing Brian Klemmer, my Mastermind Partner

By Eric Lofholm Leave a Comment

Brian Klemmer is someone you should get to know. Brian will be teaching with me at the Sales Leadership Seminar June 25-26.

Watch this Video:

Click here to visit Klemmer and Associates website

Click here to get the FREE 52 Leadership Lessons

About Brian Klemmer:
Brian Klemmer is an international consultant and speaker whose seminars have been attended by tens of thousands of participants in Japan, Canada, the Philippines, Europe, and throughout the United States. He is truly an entertaining and effective speaker, facilitator and master of group dynamics. He is a West Point graduate and is a member of the National Speakers Association. Brian is committed to corporations’ increased success through the empowerment of their people in a win-win environment.

Brian is founder of Klemmer & Associates which has produced results in companies such as ITT Sheraton, Hewlett Packard, American Suzuki Motor Corporation, as well as direct sales companies. He the author of the best-selling book If How To’s were Enough, We’d all be Skinny, Rich and Happy, which discusses many of the key principles and concepts that are the core of his company and his phenomenal, results-producing seminar series. His most recent book, The Compassionate Samurai outlines the ten traits of a samurai and was recently named a #1 Wall Street Journal Business Book.

Brian is more than just a motivational speaker who gets an audience on a temporary high. The key to his effectiveness is the interactive nature of his presentation. His long standing results are the product of the unforgettable new ways people get to see themselves, their business, and life itself.

Success,

Eric Lofholm

Filed Under: Partners, Sales Success, Videos, featured Tagged With: , ,

Objection Handling Tips to Handle an Objection for More Time Part 2

By Eric Lofholm 1 Comment

What to say when someone says to you I need to think about it, I don’t have the time, or I don’t have the money.

One of the biggest challenges I see network marketer’s face is what to do when the prospect says I need to think about it, I don’t have the time, or I don’t have the money.

This is a challenge for the network marketer and it is also a challenge for most everyone on their team. We know that at the end of a presentation the prospect is going to say one of four things.

1. I am ready to sign up.
2. I am not interested.
3. I have some questions.
4. I need to think about it, I don’t have the time, or I don’t have the money. (or raise some other concern)

Prediction is a form of power. Because we know what they are going to say we can then prepare a powerful, persuasive response to overcome their concern and move the prospect to action. Persuasion is about leading. It is about moving people to action. Great network marketing leaders are great at moving others to take action.

After you have given the prospect your presentation you are going to ask them to take action. After you ask them to take action that is when they typically say I need to think about it, I don’t have the time, or I don’t have the money. I want you to imagine that when you ask the prospect to take action it is if you are giving them a hot potato. When they say to you I need to think about it, I don’t have the time, or I don’t have the money they are giving you the hot potato back. We now need to give it back to them. Here are some ways to do that.

The prospect says to you I need to think about it. You can say:
1. Other than thinking about it is their anything else preventing you from moving forward today?
2. Other than thinking about it I am sure that you have some other concerns. Can share with me your other concerns.
3. Tell me more about that.

The prospect says to you I need to check with my spouse. You can say:
1. If the decision where up to you would you move forward today?
2. On a scale of 1-10 how motivated are you to get started today?
3. Other than checking with your spouse is their anything else preventing you from moving forward today?
4. What would you do if your spouse says no?

In each of these responses you have now given the hot potato back to the prospect. The prospect now needs to respond in some way back to you. When they respond back to you they are probably not ready to take action yet. Your next step would be to tell them a story and then ask again for them to take action. This process is like a dance. After you ask them to take action the first time they raise a concern. You then respond to the concern. They then raise another concern. You then respond with a story and ask them to take action again.

You want to tell a very specific type of story. You want to share a story of someone in a similar situation. A story about someone who had the same concern they did. For example if the prospect tells you they don’t have the money to get started. Tell them a true story of someone else who did have the money either. They went and found the money and now they are financially free because of it. After you tell the story the next step is to ask the prospect to take action. One way you might do this is to say (right after you finished telling them the story of someone in a similar situation) based on what you have shared with me so far I really believe getting involved with our company could help you achieve your dreams. What do you say we give it a try? After you say this be silent. The prospect is now in a place where they need to make a decision. At the end of each presentation you deliver you want the prospect to make a decision. A no is OK. A yes is a lot better. One of the most important things you can do though is to have the prospect make a decision.

Success,

Eric Lofholm

Filed Under: Objection Handling, Sales Strategy, Sales Success, featured Tagged With: ,
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