Ep: 011 Eric Lofholm

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Eric LofholmEric Lofholm is a Master Sales Trainer who has taught his proven sales systems to thousands of professionals around the world. He is President and CEO of Eric Lofholm International, Inc., an organization he founded to professionally train people on the art and science of selling.

Eric began his career as a sales failure. At his first sales job he was put on quota probation after failing to meeting the minimum quota two months in a row. It was at this point that Eric met his sales mentor. After being professionally trained Eric achieved his quota and eventually become the top producer at that company. Eric went on to become the top producer at 2 more companies prior to starting Eric Lofholm International.

Eric is a naturally gifted teacher. For over 14 years Eric has been sharing his proven sales increasing ideas with people all over the world.

Eric believes that selling equals service. He also believes in working towards mastery of the fundamentals of lead generation, appointment setting, and delivering a high-quality presentation.

Eric has delivered over 1,500 public and private presentations.

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Show Notes:

  • Eric’s family is really important to him.
  • He has 4 children and they live in Rockland, CA.
  • The habit of consistency has lead to the most success in his life.
  • His life demands a high level of performance.
    • Has 15 people working for him.
    • Just how he shows up on a daily basis.
    • Starts his day with a conference call at 5:30 am.
    • He makes the choice to perform at a higher level.
  • Sometimes you have to hire that person so that you know you are accountable for their wages.
  • He started out as a failure in sales.
  • How he changed his failure into success:
    • Preparation on what to say.
    • Focusing on how to prepare your presentation in advance.
    • Not just “Winging it.” (When you wing it you get wing it results.)
  • His mentor taught him how to prepare the presentation in advance to be intentional about the sales goal you want to accomplish and then reverse engineer the presentation.
  • Ask probing questions:
    • What are the most powerful questions I can ask to identify the customer’s needs?
    • What stories are you going to tell? (tell stories of someone just like them)
  • Be clear on the product that you are going to sell.
  • What is the language are you going to use?
  • How are you going to explain it?
  • What are you going to ask at the end for them to be able to buy?
  • Walk into that room powerful, confident, and prepared to know exactly what to say to move the client forward.
  • The System: The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make More Sales (Gives you the step-by-step process and dissects it down into individual steps)
  • “A chain is only as strong as its weakest link”
    • Just because you make one link strong does not make the whole chain stronger.
  • He has a model called the sales mountain:
    • Generate the lead
    • Book the appointment
    • Have the live appointment
    • Buying decision
  • Once you master the process, a sales skill set is transferred to you.
  • Follow up when they come over the mountain.
  • “Follow up, follow up, follow up until they buy or die.”
  • Often they are still interested but life just got in the way. (This is the mindset to have)
  • 1-on-1 coaching:
    • It is a way for you to leverage someone else’s experience.
    • It can show you where you have blind spots.
    • It can also show you where you are weak and where you are strong.
    • Someone else can point out something you can’t see.
    • Two heads are better than one.
  • Working with Tony Robbins:
    • Eric would go to the city to promote the one-day business seminar.
    • The day of the event Tony would be scheduled until 5 pm go until 8 pm and then coach the workers until 1 am.
  • Not always what they say but what they do that makes them successful.
  • He is a natural introvert.
  • “Anyone can be great at sales if you choose to be.”
  • Sales Scripting:
    • People resist it because they don’t understand it.
    • Script is defined as words in sequence that have meaning.
  • It is all about getting people trained and prepared with sales scripting.
  • There are typically only 7-14 objections people bring up.
  • Steps to move in the right direction:
    • Continuous learning
    • Adding another brick to your foundation of learning
    • Might not see it at the beginning
    • All adds up in the end
    • Have a long-term viewpoint

Eric Lofholm’s Recharge Round

  1. Share with us how you believe your mindset affects your life. It is huge. Example: When cash flow gets tight, you can go into freak-out mode or into revenue production mode. 
  2. What do you do daily to bring Energy into your life? Story that he tells himself. You have to demand that performance from yourself. 
  3. Share the number one connection that has made the biggest impact on your life. Dr. Donald Moine and his skillset to produce
  4. What advice has Influenced you the most in your life? Long-term strategic planning. You have to plant that flag and be committed to your career
  5. Recommend a book and share why you love it.  The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It
  6. Define in one sentence or less, what legacy you want to leave on the world. “I cared about helping people.”

Piece of guidance:

You can get better at sales. You have the ability to get better at sales.