New Location for the Eric Lofholm Blog

The new web address of the Eric Lofholm Blog is

http://saleschampion.com/Sales-Training-Blog/

Warmly,

Eric Lofholm

http://www.makingmoresales.com/Michael.html

Duplicating top Salespeople

I run a service business, and I rely mostly on salespeople to win new clients and to maintain our existing accounts. Some of my salespeople are consistently more successful than others, but I haven’t been able to pinpoint what the winning skills of the more successful ones are. It’s not charisma or personality because some of the less successful sales members are extremely personable and charismatic. How can I figure out what their winning formula is, so that it can be shared with the rest of the team and with new hires?

This is very difficult to do unless you are trained to know what to look for. If you ask your top people why they are successful they may give you answers that are not the real reason for the success. Many top salespeople are unconsciously competent. In other words they do what they don’t but may not know how they do it. This would be like Michael Jordan. He was one of the all time best basketball players. He would probably make a lousy coach though. So the question is what do you do. The most duplicatable thing I know is sales scripting. I would transcribe what the top people are saying and create a master sales presentation. I would have the salespeople with the lowest closing ratios memorize the sales presentation.

Success,

Eric

April 12 - What Eric is up to

Today was a great day. I taught day 1 of The Close Seminar (http://www.ericlofholm.com/close.php) in Sacramento. Mike flew in from Hawaii, Dwayne traveled in from Canada, and two others traveled from Idaho.

The highlight of the day was having my staff at the event. Many of them were seeing me speak in a seminar for the first time.

My book is getting close to being finished. www.makingmoresales.com.

I am excited about regularly writing in this blog.

Dr. Moine and I are doing an event in Costa Mesa, California April 22. That is going to be a busy week. I am training 6 days in a row.

I am going to get some sleep so I am ready to go for day 2 of The Close tomorrow.

Eric

Our New Updated Blog

1. Conference Calls
2. Podcast Links
3. Websites
4. Event Calendar

1. Conference Calls

Protégé Call – Every Thursday at 4:00 pm pacific
Next Protégé Call – Thursday, March 20 at 4:00 pm pacific – First Quarter Review

Sales Leadership Monthly Call – Last Wednesday of each month at 2:00 pm pacific
Next Sales Leadership Call – Wednesday, March 26 at 2:00 pm pacific

Platinum Protégé Monthly Call – First Thursday of each month at 2:00 pm pacific
Next Platinum Protégé Monthly Call – Thursday, April 3 at 2:00 pm pacific

2. Podcast Links

In order to listen to the podcasts you need Itunes. Cut and paste the entire link below into your web browser to listen to the podcasts.

Note: Many of the offers made at the end of the podcasts below have expired. In most cases our prices have increased this year. If you are interested in one of the programs described at the end of the podcast contact my office to find out about the special we are currently offering.

Interview with DC Cordova (7.23.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=287&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

DC Cordova Interviews Eric (8.07.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=300&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

How to Make the Next 12 Months Your Best 12 Months Ever (8.08.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=301&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

How to Increase Your Sales Results Using Sales Scripts (8.21.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=310&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

Eric Interviews Brian Klemmer (9.6.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=324&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

Brian Klemmer Interviews Eric (9.25.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=371&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

Dr Moine Interview (9.26.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=370&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

Sabrina Gibson Interviews Eric on How to Grow a Public Speaking Business (10.16.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=387&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

Eric Interviews Tony Martinez on How to Grow Your Business Doing Speeches (10.16.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=388&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

Photo of Tony Martinez and me



Interview with Larry Benet (10.30.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=396&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

Jason Hartman Interview (11.13.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=409&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

Eric Interviews Mark Helsel (12.04.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=417&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

How to Grow Your Business Doing Speeches (Eric Interviews Tony) (12.05.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=416&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

How to Make 2008 Your Best Year Ever (12.28.07)
itpc://www.podference.com/podcasting/rss.aspx?sid=423&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

How to Make 2008 Your Best Year Ever – 1/6, at 6:00
itpc://www.podference.com/podcasting/rss.aspx?sid=425&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c


How to Increase Your Sales Using Sales Scripts – 1/28 at 5:00
itpc://www.podference.com/podcasting/rss.aspx?sid=450&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

How to Grow Your Business Doing Speeches – 1/29 at 5:00
itpc://www.podference.com/podcasting/rss.aspx?sid=451&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

Eric’s Interview with DC Cordova – 1/30 at 5:00
itpc://www.podference.com/podcasting/rss.aspx?sid=467&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c

How to Become a Sales Superstar – 1/30 at 5:00
itpc://www.podference.com/podcasting/rss.aspx?sid=452&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c



How to Make Your 2008 the Best Year Ever – 3/6, Thurs. at 5:00
itpc://www.podference.com/podcasting/rss.aspx?sid=500&InvID=010e7969%2Df2cb%2D4d5f%2Db885%2Dd5f0f2bedd8c



3. Websites

www.ericlofholm.com
www.FreeSalesScriptingReport.com
www.7SecretsToSalesGreatness.com
www.squidoo.com/salesscripting
www.myspace.com/saleschampion


4. Event Calendar

Sales Scripting Boot Camp
Saturday and Sunday
April 5-6, 2008
9:00 - 5:00
Marriott Newport Beach Bayview
500 Bayview Circle
Newport Beach, CA 92660
949-854-4500


--------------------------------------------------------------------------------

The Close
Saturday - Sunday
April 12 - 13 2008
9:00 - 5:00
Sacramento, CA
Location: TBA

--------------------------------------------------------------------------------

Public Speaking Boot Camp
Saturday - Sunday
April 26-27 2008
9:00 - 5:00
Orange County, California
Location: TBA


--------------------------------------------------------------------------------

The Close
Saturday - Sunday
May 3 - 4, 2008
9:00 - 5:00
Marriott Walnut Creek
2355 North Main Street
Walnut Creek, CA
925-934-2000 More Info

--------------------------------------------------------------------------------

Platinum Protégé, Season 8, Session 1
Thursday - Friday
May 8-9, 2008
9:00 - 5:00
For Registered Participants Only
Courtyard Irvine
John Wayne Airport/Orange County
2701 Main Street
Irvine, CA
949-757-1200

--------------------------------------------------------------------------------

Platinum Protégé Program Season 7 Session 3
Thursday - Friday
June 26-27, 2008
9:00 - 5:00
For Registered Participants Only
Marriott La Jolla
4240 La Jolla Village Drive
La Jolla, CA
858-587-1414

--------------------------------------------------------------------------------

Sales Leadership, Season 2, Session 1
Thursday - Friday
July 24-25, 2008
9:00 - 5:00
Renaissance Montura Hotel
Los Angeles Airport
9620 Airport Boulevard
Los Angeles, California 90045 USA
Phone: 1-310-337-2800
(888) 817-2537 or
(916) 435-0416

--------------------------------------------------------------------------------

Sales Leadership, Season 2, Session 2
Thursday - Friday
Aug 28-29, 2008
9:00 - 5:00
Renaissance Montura Hotel
Los Angeles Airport
9620 Airport Boulevard
Los Angeles, California 90045 USA
Phone: 1-310-337-2800

--------------------------------------------------------------------------------

Thursday - Friday
Sept 18-19, 2008
9:00 - 5:00 Platinum Protégé, Season 8, Session 2
Courtyard Irvine
John Wayne Airport/Orange County
2701 Main Street
Irvine, CA
949-757-1200
For Registered Participants Only

--------------------------------------------------------------------------------

Sales Scripting Boot Camp
Thursday - Friday
Oct 11-12, 2008
9:00 - 5:00
Los Angeles, CA
Location: TBA

--------------------------------------------------------------------------------

Saturday and Sunday
Oct 18-19, 2008
9:00 - 5:00 Advanced Sales Scripting Boot Camp
With 2 bonus sessions with Eric
Friday Oct 17 7 pm -9pm and
Monday Oct 20 10am-3pm
Las Vegas, NV
Hotel TBA

--------------------------------------------------------------------------------

Thursday - Friday
Jan 29-30, 2009
9:00 - 5:00 Platinum Protégé, Season 8, Session 3
For Registered Participants Only
Courtyard Irvine
John Wayne Airport/Orange County
2701 Main Street
Irvine, CA
949-757-1200

--------------------------------------------------------------------------------

The secret to producing sales results – This week at Eric Lofholm

I am always looking for new ways to increase sales results. A few years ago I went to Jay Abraham’s Marketing Boot Camp. I have been a student of Jay’s for more than 10 years. I think he is brilliant. I invested about $5,000 to attend the three day program. I went looking for new ways to marketing. What I learned was shocking.

One of the biggest ideas I got for the seminar was surprising to me. Jay shared the secret to marketing success is there is no secret.

What I interpreted this to mean is there are set of principles that when applied to marketing produce results. Marketing is not something you are born great at. Some are more talented than others but everyone can become great at marketing if they are willing to learn the principles of marketing.

Well, selling is no different. The secret to sales greatness is there is no secret. The key is learning the principles of selling and applying them to what you do. Guess what. I happed to know someone who can teach you the principles of selling. Do you want to know who it is? If you me then you are right. I have devoted the last 15 years of my career to discovering the principles of influence.

Here is an example of this principle in action. One of my clients is Joey Aszterbaum. Go to google and type in Hemet Loans. When you do that you will find Joey’s website is number one. Joey followed some very powerful internet strategies to become number one on Google. Not only is Joey number one on Google he holds the top three spots. Joey accomplished this with a website that cost less than $1,000 to build. Also he did not pay to get top placement on Google. This is especially amazing to me when you realize Bank of Hemet is ranked 22 when you search Hemet Loans. They have been around fro 30 years.

The message I am sharing here is focus on principles of selling and work towards mastering those principles. Do you want to learn more? There are several ways I can help you. A few of them are described below.

__________________________________________________________


Request a sales consultation with an Eric Lofholm consultant

I have added a team of sales consultants to share with you how Eric Lofholm International can help you increase your sales results. The consultation will last for 20-30 minutes. To request a consultation email laurie@ericlofholm.com and put consultation in the subject line. Please include your phone number in your email.


__________________________________________________________


Conference Call on Closing

On Tuesday, September 25 I will be doing a 30 minute conference call on how to close. The call is at 3:00 pm pacific. To request the phone number for this call go to http://www.ericlofholm.com/call.php


__________________________________________________________


2-Day Seminar on Closing

Join me at The Close. This is my 2-Day signature sales seminar. The regular price for this program is $695. The program is being offered 3 more times this year at no charge. To view the dates and locations go to http://www.ericlofholm.com/close.php

__________________________________________________________


Testimonial Contest

The testimonial contest goes until September 30. To submit a testimonial email it to laurie@ericlofholm.com. There are fabulous prizes for he top 3 testimonials. To view testimonials go to http://ericlofholm.blogspot.com/


__________________________________________________________

Become an Eric Lofholm Affiliate

I am growing my affiliate program to 10,000 affiliates worldwide. In the affiliate program you will receive training at no charge. You will also earn commissions marketing my products and services to your network. To become an affiliate go to http://www.ericlofholm.com/affiliate.php

This Week at Eric Lofholm - Idea I Learned from Ben Feldman

You are going to have an awesome week.

Make a decision to play at a level 10 this week on a scale of 1 - 10.

There are some terrific ideas in this newsletter. As you read the newsletter think of other people you know that would enjoy it. Please forward this email to everyone you feel would benefit.

This Week at Eric Lofholm International

1. How to Plan Your Sales Week
2. Track to Run On
3. Real People, Real Results
4. Platinum Protege Question and Answer Call
5. Conference Call on How to Empower your Kids
6. Join Eric Live at The Close Seminar
7. Become an Affiliate
8. Classified Ads
9. Product Special of the Week
10. Eric's Coaching Corne - Action Items for you to Take this Week

1. How to plan a week

In this email I will share with you the system I use to plan a week. Systems are important. Once you have a proven system in your business you do it over and over again.

The system is:

Spend 1 hour per week planning the up coming week.
Identify to top outcomes for the week
Identify your top outcomes for each day
Identify your top two outcomes for the year.

Here is the template that I use.

Outcomes for the Week

Outcomes for Monday

Outcomes for Tuesday

Outcomes for Wednesday

Outcomes for Thursday

Outcomes for Friday

Outcomes for Saturday

Outcomes for Sunday

After you identify your outcomes for Sunday put an * by your top two outcomes.

2. Track to Run On

Ben Feldman was known as the world's greatest life insurance salesman. One of the concepts he used was called "A Track to Run On".

His track was sell 3 life insurance policies per week. This was his focus when he first got started. He continued with this focus his entire career. When you have a track to run on it simplifies your sales career. The track that my inside sales team runs on is set 5 run 4 per day. This means they are responsible for setting 5 appointments per day and doing 4 30 minute phone sales presentations.

Set 5 run 4 is set 100 per month run 80 per month.

What is your track to run on?

Would you like to learn more proven sales ideas? Join me at my 2-day signature seminar called The Close. There is no cost for the program. To register for The Close go to http://www.ericlofholm.com/close.php

3. Real People, Real Results

Che Brown is one of my star clients. Hi works in Washington DC. Che did over $4,000 in sales during a 30 minute sales presentation using my front of the room speaking formula. He learned the formula at my public speaking program that is mentioned later in this email. When Che came to the program he had no full time employees. Che now has 4. His business has increased over 400% using my ideas. His website is www.partnerslearning.com

Do you have a success story you would like to share. Email your success story to laurie@ericlofholm.com. Want to read more success stories? Go to http://ericlofholm.blogspot.com/

4. Platinum Protege Question and Answer Call

The Platinum Protege Program is my most advanced sales mentor program. I am holding a special conference call on Monday September 10, 2007 at 3:00 pm pacific. On this call I will be giving an overview of the program and taking questions. The call will last 30 minutes or less.

To join this call dial (641) 715 3854.

7129337# participant code

5. Conference Call on How to Empower your Kids

Monday September 10
6:00 pm pacific
How to Empower your Kids
Eric Lofholm Interviews Linda Samuels
Linda Samuels mentors kids on how to be successful in business. This is a must listen to call if you have kids. To register go to http://www.billionairebabies.net/call.html

6. Join Eric Live at The Close Seminar
Eric's 2 Day Signature sales seminar is called The Close. Attend this program at no charge. There are 3 dates to choose from.

September 29-30
San Diego, California
9-5 both days
To register to go http://www.ericlofholm.com/close.php

October 13-14
Sacramento, California
9-5 both days
To register go to http://www.ericlofholm.com/close.php

October 27-28
Orange County
9-5 both days
To register go to http://www.ericlofholm.com/close.php

7. Become an Affiliate

Earn commissions helping Eric Lofholm. Eric helps people make more sales. Share Eric???s message with your network and earn commissions. To become an affiliate go to http://www.ericlofholm.com/affiliate.php

8. Classified Ads

Wanted: Sales Scripting Candidates

Would you like me to train you how to write proven sales scripts? Dr. Moine, my mentor, and I will be teaching a small group of people our script writing formulas. Email me to request all the details about the program. My email is eric@ericlofholm.com. Put Scripting Seminar in the subject line. Please include your phone number. Someone from my office will call you about the program

Wanted: Public Speaking Candidates

Would you like me to teach you how to sell from the front of the room? This is the program Che Brown attended. Che's sucess story is above in this newsletter. In November I will be training a small group of people my public speaking formula for how to sell from the front of the room. Email me to request all the details about the program. My email is eric@ericlofholm.com. Put Public Speaking in the subject line. Please include your phone number. Someone from my office will call you about the program

9. Product of the week - How to Master the Art of Time Management

My most popular CD set is called How to Master the Art of Time Management. The program is on special this week. To view the special go to http://www.ericlofholm.com/product_timemanagement.php

10. Eric's Coaching Corner - Action Items for you to Take this Week

Part of the purpose of your subconscious mind is to answer whatever question you ask yourself. Here are 1 question you can ask yourself to increase your results.

What can I do in the next 24 hours to create a quantum leap in my business?

Plan your day on paper each day this week.

Make progress on improving one sales script this week.

Let one person you care about know how much they mean to you.

Thanks for reading the Eric Lofhom Newsletter.

You are a winner.

I believe in you.

Warmly,

Eric