Click here to download a copy of the Sales Mountain Report

Click here for a website you can share with people to get the Sales Mountain Report

Click here to download the Tracker

Here’s what the Tracker looks like:

There are 3 ways to increase your appointment setting results:

Inner Game

Outer Game

Action

Sales Success Mindset

1. There are more appointments that can be set that I can run.
2. There are too many leads. I can???t possibly help everyone.
3. Appointment setting is fun and easy.

Avoid saying:

1. Appointment setting is hard.
2. I am not good at appointment setting.
3. I am not good at sales.

Your outcome when you set an appointment is to set an appointment. It is not to sell a product or service.

The benefits of an appointment are different than the benefits of your product and service.

Real Estate Agent Example

Benefits of the Appointment
At a time that is convenient for you
Market analysis
I will share my vision of how I would market your property
You will have the opportunity to hire me at the end of the meeting

Track to Run On
Run 2 Set 1 – The model I used at Tony Robbins.

How much do you want to make?
How many appointments can you run per month?
Can you leverage any appointments? Can someone else run them for you?
What is your track to run on?

Your outcome when you set an appointment is to set an appointment. It is not to sell a product or service. Yes, this is in here twice on purpose.

Setting appointments is the catalyst for a successful sales career. Imagine how your life would be different if you had as many appointments to run in the target market you wanted to focus on.

Appointment Setting Ideas

1. Reduce the risk
2. Have an appointment setting and appointment running goal for the day, the week, the month.
3. Preframe
4. Opportunity for referrals
5. Have a follow up system
6. Follow up until they say yes or no. Don???t quit until you get an answer.

Appointment Setting Tools

1. Script
2. Confirmation fax or email
3. Information fax or email
4. Objection response scripts
5. Leads in your target market
6. Calendar
7. Blocked, scheduled time
8. Tracker

Appointment Setting Techniques

1. Over the phone
2. Email
3. Book an appointment in an appointment
4. Schedule at a seminar
5. On a web site http://www.ericlofholm.com/conferencecall.php
6. Someone else can book it for you (appointment setter, client, internal referral)

What actions will I take immediately to improve my appointment setting skills?

_______________________________________________________________
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4. Final Message

Appointment setting is a learned skill. In many cases it simply comes down to intention, your intention to schedule as many appointments as you want. Make a decision today to apply these ideas and increase the number of appointments you are setting and running.

Wanda March

In Canada: 604.495.1843

In USA:  530.852.7969

www.callphonetalk.com

Email your questions to wanda@callphonetalk.com

Wanda March Bio

Dynamic! Powerful! Energetic! Wanda March is committed to empowering other people to effectively communicate on the phone.

After excelling as an office equipment salesperson, Wanda sought greater challenges and opportunities in sales. She began a very successful and lucrative career as a Life Insurance Agent with one of the top rated insurance companies in North America. In her first year Wanda qualified for the Million Dollar Round Table. Only 3% of Life Insurance salespeople worldwide qualify for this prestigious designation.

Wanda joined Women Empowering Women Inc., a company dedicated to women entrepreneurs, in 2003 to assist the President in growing the organization. She agreed to a few hours a day on the phone and ended up as Vice President of Sales. WEW was recognized as one of the fastest growing businesses in British Columbia in 2003 and this was a direct result of the work that Wanda did for the company.

Wanda today brings the same dynamic energy and inspiration to her business of PhoneTalk Communications – her seminars and workshops are continuously sold out. She helps businesspeople overcome the most difficult thing in business – the phone. Within a few minutes of working with Wanda, people experience a radical shift in thinking about the phone and subsequently see phenomenal results in their sales capability.

Since starting PhoneTalk Community in April 2004, Wanda has worked with insurance and investment professionals in well-known companies such as Clarica Financial, Investors Group, RBC Insurance and Freedom 55, Wanda has been a guest speaker on well known International Sales Coaching teleclass.

Mission Statement:

Teaching effective communication for individuals and companies, helping them to understand the power of the phone in connecting with prospective clients/customers.  Teaching and coaching communication skills that leads successful relationships.

“In the middle of difficulty lies opportunity”

Albert Einstein

The business world changed 30 days ago.

People are still buying but their buying patterns have changed.

People value money far more than they did in January 2008.

Your scripts must connect with how people are buying today.

The market has more available talent than ever.  If you are hiring or recruiting there is an abundance of talent.

1.       Expand comfort zones

2.       Do what you know

3.       Where is the money?

4.       Where isn’t the money?

5.       Live the 80/20 rule

6.       Work on your skills

7.       In my experience the universe responds to how you show up

8.       Play at a level 10 each day

9.       Bond with your clients

10.   Take massive action!

Email your questions to question@ericlofholm.com.

What is the close?

It is the section of the sales presentation where you ask for commitment

We are all natural master closers. When we absolutely have to have something we access our natural abilities.

One of my staff needed to pick up her baby recently. Her ride didn’t show up. She flagged down a neighbor that she didn’t know and got a ride.

Creating urgency

First tip: If you can find a reason to be urgent you will become a better closer. Joe Girard in his book how to sell anything to anybody started in sales with no experience. Car dealership wouldn’t hire him. He closed them on giving him a job and he wouldn’t take any ups. He then closed a car on his first day. He said he needed grocery money to feed his family. He then closed he manager on an advance against commissions.

Second tip: Find a reason for the prospect to be urgent in buying today. In other words give your prospect a reason to buy today.

How do you close when you don’t have that urgency inside of you.

That is where sales techniques come in.

Human beings respond in patterns. When you find a pattern that moves people to action you can repeat the steps over and over and over and move many people to action.

This is also where sales scripting comes in.

Most salespeople don’t believe in scripting. Scripting is one of your most powerful tools as a sales professional.

Reasons why salespeople don’t used scripts

Don’t want to sound canned or rehearsed
Believe a script is beneath them
Don’t like the script they have been given/doesn’t fit their personality
Don’t have a script

I use scripts because they work. They are good for me and good for the customer or client. Scripts are the easiest, most effective way to move someone to action.

Scripts have two components:

Language
Structure

The language includes the words, the tonality, the speech rate, body language, and pausing

The structure is the order of the script. It is the sequence. A great metaphor for structure is the waiter at the Olive Garden.

Example of the Olive Garden structure

How many in your party
Can I get you a beverage
Would you like an appetizer
What would you like to eat
How is your meal
Would you like any dessert or coffee

Example of a sales presentation

Trust and Rapport
Identify customer needs
Share the benefits
Close
Objection handling
Close
Follow up

Closing techniques

Contrast-Selling real estate in Arizona to someone who lives in San Diego. How much is a two bedroom condo in San Diego. $400,000. Well for $200,00 you can have a 4 bedroom house. Now you have $100,000 in equity on your condo is that true. (repeated yes technique) Well if you sell you condo after commission you will pull out $82,000 in equity. If you put $50,000 on your new 4 bedroom house your mortgage would only be $150,000 and you would have $32,000 in cash.

Think about how you can use contrast in your selling

Preframe
Let someone know in advance what is going to happen.

Financial planner. For me to best help you I need you to have your taxes from the last two years ready for our appointment. Can you have that ready?

In order for me to meet with you I need you and your spouse at the appointment. Will that work for you?

Silence
Ask a question for commitment and be silent

Alternate of choice

I am looking at my calendar. I am available on the second or the ninth. What would work best for you?

We accept visa, amex, discover, or mastercard. Which card would you like to use.

We can do a 3 month or 4 month listing. What would work best for you.

We can do a 15 year or 30 year loan. What would work best for you?

You can buy one month of service or 12 months. If you buy 12 months you will receive a discount. What would work best for you?

Order form close

Trial close
If I can reduce your monthly payments and get you $10,000 in cash at close would you like to refinance your mortgage?

Ask
Sympathy close
It would really help me out if you could buy some cookies from my daughter for the girl scouts. Most people are buying 5 boxes could you buy at least 2?

Leverage close
Collection agency

Assumption close

Which credit card would you like to use today?

Scarcity
We only have 1 left. Would you like to get it?
Sell new homes in phases

Final Message

You know about how long you are going to spend with a client.

You can anticipate what their concerns are

You know what the benefits of your product are
You can ask the prospect what their needs are

With all of that information you can come up with a strategy of how you are going to ask for the order.

I want you to spend time working on this

Electronic Q and A

Email your closing questions to question@ericlofholm.com.

There are 3 ways to elevate our results.

Inner Game
Outer Game
Action

Today we are going to focus on the Inner Game.

“There is nothing more powerful than a good idea whose time has come.”
Eric Lofholm

Today might just be your day. Today may be the day you experience the breakthrough you have been looking for. It could happen right now!

The power of the present moment is that in any given moment and time you can experience a breakthrough in your life.

Belief
The mental act, condition, or habit of placing trust or confidence in another: My belief in you is as strong as ever.

Mental acceptance of and conviction in the truth, actuality, or validity of something: His explanation of what happened defies belief.

Something believed or accepted as true, especially a particular tenet or a body of tenets accepted by a group of persons

A belief is a feeling of certainty about something. Beliefs in many cases are not true. They are just beliefs. Beliefs are thoughts. Thoughts can be changed.

Why do we believe what we believe? There are many answers to this question. Here are a few.

Our environment (present and past)
Our associations
Our experiences
The media
Our friends and family
Someone who had influence with us told us

One time I met a man who said he was a negative person. I asked him why he believed that. He said it was because his family is negative. He thought it was hereditary.

My reality for you is that you are much stronger, more talented, and more skilled than what you believe.

Elephant metaphor – Have you ever wondered why the giant elephants in the circus don’t pull the stake in the ground out and start running. The reason is when they were baby elephants the stake worked. The baby elephant would tug and tug but it could get the stake out of the ground. Eventually the baby elephant created a belief it was a waste of time to try to get the stake and it stopped trying. You are an elephant. You have untapped power waiting to be realized.

Story – Once the belief has been established we develop a story to defend our belief. If you story is you are not good on the phone they you will develop a story to defend this belief. This all happens on a subconscious level.

What is your story? This is a very powerful question.

Every belief has a payoff. What are the payoffs to disempowering beliefs? The main payoff is you have a perfect excuse for lack of results.

Global beliefs – This is a belief that covers a group of people. For example: I have a tough time making sales to men.

I never get referrals from old people.

Republicans are…

Here are some great strategies to raise your belief in your selling skills

You are a winner.
You are much greater than you realize.
Consider these ideas.
You recognize you can improve.
You took action and signed up for the program.
You are on the call or podcast right now.
Only a winner would do these three things. You are coachable.

Dante Perano Story – My first mentor Dante, told me one day I would be a great salesperson. I thought he was crazy because he told me this when I was his bottom producer. Dante believed in me before I believed in myself. This is important for those of you who are:

Parents
Managers
Network Marketers
Leaders
Believe in your kids, your team, your downline, before they believe in themselves.
One of my secrets to duplicating myself in others is I instill belief in them.

The Scorpion and the Frog Story
There once was a scorpioin that wanted to cross a river. He didn’t know how to swim though. He saw a frog and asked the frog if he would help him across the river. The frog declined. The scorpion wanted to know why. The frog said he was concerned that the scorpion would try to kill him. The scorpion assured the frog he wouldn’t kill him. The frog decided to help the scorpion out. They got halfway across the river and the scorpion stung the frog. As the frog was drowning he asked the scorpion why he stung him knowing it would kill them both. The scorpion said because that is what scorpions do…they sting frogs. Even though it meant death to the scorpion he stung the frog because that was his nature. Another way of saying this is it is the scorpion’s identity. Part of the purpose of your subconscious is to keep you consistent with your identity.

Your identity is anything that follows the word I if you were describing yourself.
The law of belief is whatever you tell yourself over and over again you will eventually believe. This concept is talked about in Think and Grow Rich. Napoleon Hill calls it autosuggestion.
Repeated affirmation – Create a list of powerful affirmations. Say the affirmations over and over and over again. You can state the affirmation with I, he/she, and your first name.

Affirmations

I have bulletproof psychology.
I am a winner.
I have a great attitude.
People love to buy from me.
I love the phone.
People love to give me referrals.
I effortlessly attract success.
Making sales is fun and easy.
I am a master of money.
My clients love to give me referrals.
Each day I am getting better and better at time management.
I am a person of action.
I am ready for sales success now.
Each day I learn new selling ideas.
I use my sales talents to help others.
I practice a positive attitude toward everyone in my company and to my sales manager.
Learning is fun and easy.
I have the ability to perform better and better.
I have all the leads I need to create the results I want.
Each day is a new opportunity. Yesterday is over and done. Today is the first day of my future.

Change begins in language

Speak as if what you are saying is the truth.

Speak into existence what it is that you want.

We create our own reality through our thoughts. When you think about what is real it isn’t really real. It is your past experience brought into the present moment. Focus on how you want things to be and you will manifest it. Here is an example. If you don’t like the car you are driving. Don’t focus on having a car that isn’t ideal. Focus on creating the car you want. If you have a broken relationship with a family member. Don’t focus on the broken relationship. Focus on how you want the relationship to be.

3. Final Message

The more I learn about success, the more I am realizing that what separates the super achievers from the rest often comes down to what they believe. I want to encourage you to think bigger than you have ever thought before in your life.

Creating your 2008 Sales and Marketing Plan

The next 5 Protege calls are dedicated to helping you complete your 2009 Sales and Marketing Plan.

Make a commitment to participate in the next 5 Protege calls.

Sales and marketing plan versus business plan
A business plan is primarily used to raise money.
Business plans typically take 80-120 hours to create.

A sales and marketing plan is used to map out sales and marketing results during a specific time frame like a year. You could have 1-week sales and marketing plan or a one month sales and marketing plan also.

A one year sales and marketing plan takes 4-12 hours to create.
1-week sales and marketing plan takes about 1 hour to create.

A 1-month sales and marketing plan takes about 2 hours to create.

The due date of your plan is December 31 at 11:59 pm pacific. You will receive a letter grade. Complete your plan and email it to eric@ericlofholm.com on or before the deadline and you get an A.

Your completed plan should be no more than 3 pages.

Here are the components of a 1-year sales and marketing plan.

Ultimate outcomes for the year
Annual revenue projections (sales results)
Annual marketing strategy (marketing tactics)
Ultimate outcomes for each month
Monthly revenue projections
Monthly marketing strategy
Monthly projects (if any)

The first part of the plan is the annual ultimate outcomes and the annual revenue projections.

Think about when most people set goals for the year.
Today on our call make a decision to work on your sales and marketing plan throughout the month of December.

Promise
Email your completed plan to eric@ericlofholm.com by December 31.

Promise versus a Goal

We have all set goals that we didn’t achieve. You may have done this so many times that you have lost faith in your ability to achieve your goals. A promise is very different though. A promise is a much stronger commitment. Make a promise to complete your 3 page or less plan by December 31.

Email me right now the following email.
Send it to eric@ericlofholm.com

Subject: I promise

I promise to complete my 2009 sales and marketing plan by December 31 and email it to you Eric.

Your name will appear in the Protege Notes for completing the assignment.

Focus on completion versus perfection – This is a distinction about action. You will receive an A by completing the plan. It doesn’t need to be perfect.

Everything counts – Every action that you take to move your life forward counts.

Homework
Create a file in your computer called “2009 Sales and Marketing Plan”.

Create an outline in the next 7 days using the ideas we discussed today about how to create a sales and marketing plan.

Template
Your Name Sales and Marketing Plan for 2009
Ultimate Outcomes for 2009 (goals)
Annual revenue projections (sales results)
Annual Marketing Strategy (marketing tactics)
Annual Projects

January
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

February
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

March
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

April
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

May
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

June
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

July
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

August
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

September
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

October
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

November
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

December
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

3. Final Message

Most people will not begin to think about their 2009 plan until New Year’s Eve. We are currently in November. You are way ahead of the game. Keep up with the weekly assignments I am going to give you. By doing this you will create the best plan you have ever created.

Last week we worked on creating your 2009 Sales and Marketing Plan. If you missed last week’s call you can still access it on iTunes.   If you need help accessing the call on ITunes call the office.  (916) 435-0416

Join me at The Close Seminar December 13-14 in San Diego.  You can have up to 3 tickets.  Email me at eric@ericlofholm.com if you would like to attend.

I am hiring public speakers.  Currently I am looking for 4 speakers to give 1 to 2 presentations per day in companies.  I am looking for people in Northern California and Southern California.  To get more information about the position email bryan@ericlofholm.com.

Creating Your 2009 Sales and Marketing Plan Part 2

By now you should have completed your outline for your 2009 Sales and Marketing Plan.
Today I am going to share with you some additional planning techniques.

Focus on completion versus perfection – There is a time for perfection and a time for completion. This is a time for completion.  Please complete your 2009 Sales and Marketing Plan by December 31 at 11:59 pm pacific. Please email your plan to eric@ericlofholm.com.  Your plan should be no more than 3 pages.

Scheduled, Blocked Time – This tip will help you complete your plan.  When you have scheduled, blocked time to work on your plan you can be up to 4 times more productive than if you are being interrupted.  When you work on your 2008 plan work on your 2009 plan.  Don’t watch TV.  Don’t check your emails, etc.

Commit – Commit to completing your 2009 Sales and Marketing Plan by the due date. When you are committed you will take different actions than if you are not committed.

Written Goal with a Deadline – Goals act like magnets. Write down the goal to complete your 2009 Sales and Marketing Plan by ______ (you fill in the date) You might want to get it done prior to the deadline.

Less is More – The plan should be no more than 3 pages. This requires you to focus on what is most important in your plan. More is just more.

Structure Tivo/DVR example

Create a Space for Success Strategy – You can only have so many things. When you are in possession of something, that something is occupying space. If you no longer need something get rid of it. This creates a space for you to attract in something new to your life.

The Furniture Story
Joey and his raving fans book
Remove the clutter from your life

Final Message

The universe rewards people who take action differently from those who don’t.  Everything counts. Take action this week on your 2009 Sales and Marketing Plan. Spend time on your plan tonight even if it is only 15 minutes.