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In this sequel to his best-seller The System, master sales trainer Eric Lofholm lays out the seven-step sales scripting method he has used to help his clients generate over $500 million in revenue over the last two decades. Eric begins by showing you how to get over some of the common fears associated with sales scripting, such as fear of sounding rehearsed and scriptwriter's block. He then walks you step-by-step through the sales scripting process, revealing secrets such as how to script an effective close and how to script responses to sales objections. He follows up with tips on how to get your scripts written faster and how to rehearse and deliver them effectively so they sound spontaneous. Eric includes hundreds of sample scripts for every sales situation that you can use as templates to create your own custom scripts. For salesmen, sales trainers, and small business owners looking for an edge in today's struggling economy, this book is a must-read.
- Sales Rank: #44858 in eBooks
- Published on: 2015-11-20
- Released on: 2015-11-20
- Format: Kindle eBook
About the Author
ERIC LOFHOLM, best-selling author of The System, is a master sales trainer who has helped over 10,000 students make more sales. Trained by bestselling sales expert Dr. Donald Moine, Eric has helped generate nearly $500 million in revenue in the last two decades. Eric honed his skills as a sales trainer for Tony Robbins from 1997 to 1999 before founding his own company, Eric Lofholm International. He offers expert training both for corporate sales departments and for individuals who want to improve their sales skills.
Most helpful customer reviews
9 of 9 people found the following review helpful.
And the book itself is put together like a symphony
By Bernarda & Sam
Before I read Eric's carefully-crafted, effective book, I thought of a Dave Berg cartoon from Mad magazine, in which a boy invites a girl on a date over the phone, reading his script - and she answers from her own written script!
Eric is so generous with examples and models - the last third of the book is all extra attached enrichment material.
And the book itself is put together like a symphony, with each part in its place, but lots of coming back to the same themes, like a patient mentor who will give readers the exposure we need - though he recommends we read it at least seven times to get it under our belts!
Like Plato writing the teachings of Socrates, or Ouspensky with Gurdjieff, or Rumi with Shams, Eric gives us Dr. Moines' teachings, organized so we can assimilate them.
Worth reading, really worth applying - is there anyone who is never a salesperson, ever? I think we can all use some scripting!
1 of 1 people found the following review helpful.
For Effective Sales Results, Read this book
By Ben
This book gives specific steps to improve the area that will improve sales results the fastest. Scripting has been proven to improve confidence and preparation in dealing with the sales process. Eric's expertise comes from feet on the ground actions that have resulted in his being one of the foremost sales influencer today.
1 of 1 people found the following review helpful.
Changed the way I think about sales forever!
By Susan Joy Schleef
Eric Lofholm's book is so well organized and thoroughly covers the key steps in creating a sales script for one-on-one persuasive conversations. This book, as well as group coaching from Eric, has totally changed the way I think about sales and the way I talk to people about my small service business.
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