Continuous Sales Improvement

Eric Lofholm and Clate Mask discuss using technology to automate your business.Clate Mask is the CEO of Keap, a software company that helps small business owners grow.

Eric Lofholm interviews his sales coach and mentor Dr. Donald Moine. Eric Lofholm began coaching with Dr. Moine in the early 1990’s. Dr. Moine recognizes Eric as his top student who teaches sales that he has ever worked with. During this podcast Dr. Moine shares how he became a sales psychologist. Eric and Dr. Moine also discuss ideas on how people can make more sales. By listening to this podcast you will gain a deeper understanding of how Eric Lofholm became the sales trainer he is today as well as understanding how Dr. Moine knows so much about selling! To learn more visit https://www.continuoussalesimprovement.com/.  To connect with Dr. Moine go to https://www.linkedin.com/in/drdonaldmoine/. 

Rosalind Henderson is the owner of Leadership Keys Unlimited. A Sales Trainer and mindset coach for 13 years, she has worked with such organizations as Chick-fil-A, UPS, and Xavier University. Now, Rosalind brings her phenomenal training and experience business owners who are sales resistant and /or who desire to upgrade their skills and mindset to regularly hit their income goals. When Rosalind isn't working, you will find her on the floor with her grandson playing with Legos.To request Rosalind's ebook for free, email her at rosalindhenderson1@gmail.com

Andrea Waltz went from a corporate world, with an education in criminal justice, to teaching sales skills. Her advice is to give yourself permission to fail, in order to ultimately succeed.Her specialized training helps salespeople create a breakthrough in how to face call reluctance and rejection, and break out of the cycles people-pleasing and perfectionism.Through a combination of strategy, psychology, and mindset, she teaches that in order to get more yeses, you have to experience more noes. Resilience to objections is key to becoming a top sales performer.Trying to live a life without obstacles is a fool's errand. Sales is more than just getting the close. Make each no a learning experience.Here is what NOT to do:~ Don't talk yourself out of asking for the sale.~ Don't live in fear of rejection.~ Don't seek out validation.~ Don't make assumptions about your prospects.~ Don't just upsell...suggest up, down, across, and sideways options that fit the needs of your clients.Like and follow Andrea Waltz's Facebook Page:https://www.facebook.com/GoforNoJoin the “Go For No” Community:https://www.facebook.com/groups/GoforNoCommunityCheck out “Go for No!” along with Andrea's other books here:https://amzn.to/32OWHCHFind out more about Andrea Waltz here:https://www.goforno.com/Get the 21 Day Go For No Challenge Workbook here:http://shop.goforno.com/the-21day-go-for-no-challenge-workbookFind out more and join the Continuous Sales Improvement Movement by visiting here:https://continuoussalesimprovement.com/homeIf you got value out of this episode, please subscribe and share! Thank you!

Listen to Tom Daves' personal story of challenge and triumph.Tom has been a top producer in real estate over 35 years, selling up to 500 homes a year.Tom Daves epitomizes integrity, energy, hard work, & creative service in every detail of every real estate transaction. He made it his personal mission to be the #1 Agent World Wide for Keller Williams Realty.Tom loves to live large. His motto is “Go big or go home.”His main WHY is to serve others.He believes the top traits for a lifetime of success are consistency, discipline, mindset, and the company you keep.What made Tom Daves the man he is today?Surviving adversity and eventually turning things around in a big way.What advice would he give others?Make actions quickly, then make them rightHere, he talks about his harrowing life story and how he plays full out now after overcoming all odds and obstacles.You can find him and his team here:https://www.tdaves.com/company-overview#AboutFind out more and join the Continuous Sales Improvement Movement by visiting here:https://continuoussalesimprovement.com/homeYou can also get the first chapter of my book for free by signing up!If you got value out of this episode, please subscribe and share! Thank you!

One of the best sales trainers in the world today, Bob Burg started out as a sports broadcaster, and eventually got into sales.The author of “The Go Giver”, and “Endless Referrals”, he uses his books as an outbound marketing and positioning tool.An avid reader, he realizes that the best selling tool is to understand and implement a proven methodology.He defines a System as – the process of predictably achieving goals, based on a logical and specific how-to set of principles.In addition, the key to sales success is building yourself on the inside.People are going to buy from you because they believe they are better off by doing so than not doing so.Understand the greatest salesmanship is about the other person - bringing immense value to them.Sales leaders need to inoculate their trainees, to let them know they are going to get noes before they get their first yes.Best advice for Sales Improvement: Shift your focus from getting to giving. Build relationships that lead to referrals. People do business with those they know, like and trust. Stories connect with people on a heart to hear level. Make your target serving others, and you will be rewarded! Recommended reading:Richest Man in Babylon by George S ClasonPsycho-Cybernetics by Maxwell MaltzGo for No by Andrea WaltzFavorite Authors:Tom HopkinsZig ZiglarHow to write a best-seller?Continuing to promote your book and consistently keep in front of people.What is Bob's advice on how to deal with setbacks?Successful people deal in truths. You need to adapt to stay ahead of the curve. Be willing to change, whether your like it or not.You can find all of Bob Burg's books here:https://amzn.to/2SINZnCYou can find out more about Bob Burg, and get info about his now program, the Go Giver Success Alliance, by going to:Burg.comYou can find him and his team here:https://www.tdaves.com/company-overview#AboutFind out more and join the Continuous Sales Improvement Movement by visiting here:https://continuoussalesimprovement.com/homeYou can also get the first chapter of my book for free by signing up!If you got value out of this episode, please subscribe and share! Thank you!

Ben Gay IIIToday, Eric Lofholm interviews his mentor, Ben Gay III. Ben is one of the most prolific commission salesmen of his generation. As young as 14, Ben was breaking sales records, and became one of the youngest and most successful buyers for Macy's at the age of 18.He was the #1 salesperson in every company he worked for.He came from a family of salespeople, and the first business he ran was a lawn mowing service in his neighborhood. He understood early on the importance of scripting when he went from one of the worst salespeople in the company he was working for, to becoming the president of the company.After major devastating setbacks, including being wrongly imprisoned for over 6 years, he was able to pick up the pieces and start over again.~ Know your product.~ Learn how to close.~ Clone the behaviors of the top performers in the company.~ Standardize and practice your script.You can find out more about Ben Gay III here:www.BFG3.COMThere are many ways you can consume content from Ben.You may go here:https://secure.bfg3.com/You can order all The Closers books here:https://www.ebay.com/str/ronzonebooksOr, you can pick them up on Amazon through the links below:The Closers Part 1https://amzn.to/2R6lhwkSales Closer's Bible: The Closers, Part 2https://amzn.to/3t7kKYpThe Closers - Part 3: Become a Sales Infiltrator and Explore the Bowels of a Deal with the Secret Blue Books That Could 10x Your Incomehttps://amzn.to/3eALnzsFind out more and join the Continuous Sales Improvement Movement by visiting here:https://continuoussalesimprovement.com/homeIf you got value out of this episode, please subscribe and share! Thank you!

Gerhard Gschwandtner is Founder and CEO of Selling Power, Inc., a multi-channel media company that produces Selling Power magazine, the leading periodical for sales managers and sales VPs since 1981. Growing up in Salzburg, Austria, he always wanted to explore the world. He got a job with a French construction equipment company, where he eventually became the liaison between Salzburg and Paris. He helped with the sales team, and 2 years later, was transferred to the international headquarters in Paris, where he was in charge of sales training, overseeing 1600 international sales members.He created interactive sales training videos. Sales went up by 38%, so he was invited to the company's American subsidiary. There he was in charge of sales training and marketing. He then started what became the #1 successful sales publication in the nation.He also ran the Sales 2.0 Conference. When all conferences were shut down due to COVID, he was able to turn the situation around to his advantage, when his Virtual Sales 3.0 Conference took attendance from 300 to up to 1200 people from 44 countries.What are Gerhard's top sales tips? Automate your prospecting efforts. Approach pitching like a research paper. Understand your prospect before you speak to them. Use your heart and your mind. Use connections that you have in common to get a meeting. Ask yourself, “What are my limits in terms of thinking? Where is my ceiling?” To see more about Selling Power, go to:https://www.sellingpower.comTo find all of Gerhard's books on Amazon, go here:https://amzn.to/3oiYr0SFind out more and join the Continuous Sales Improvement Movement by visiting here:https://continuoussalesimprovement.com/homeYou can also get the first chapter of my book for free by signing up!If you got value out of this episode, please subscribe and share! Thank you!

Eric Lofholm interviews the Sales Whisperer, Wes Schaeffer.Out of the Air force in 1997, Wes jumped into commission sales straight away, and in 2006, started his own business and trademarked “Sales Whisperer”.An expert at CRMs, he learned about templates, automation, streamlining and mass emails out of experience and necessity.He is a real-life super hero, and jumped into the path of danger, in Houston, TX, during the Hurricane Harvey disaster.What are his top Sales Increasing ideas? Be a product of the product, and believe in what you are selling. Selling is the transference of the feeling of confidence. Hire someone to see your blind-spots. Amateurs train until they get it right, professionals train until they can't get it wrong. What was his #1 setback in life?Caring more about my clients than they did.What is his best advice on dealing with this?Make sure you have terms and conditions.Cover your bases.To find out more about Wes Schaeffer, go to:Saleswhisperer.comTo purchase one of his books, go to:https://amzn.to/3oqedY0Find out more and join the Continuous Sales Improvement Movement by visiting here:https://continuoussalesimprovement.com/homeYou can also get the first chapter of my book for free by signing up!If you got value out of this episode, please subscribe and share! Thank you!

Andy Miller, one of the leading international sales consultants, according to Selling Power Magazine, has worked with Tony Robbins and is endorsed by Jay Abraham.At just 14 years old, he and six friends convinced their parents to let them bicycle from Chicago, Illinois to Roanoke, Virginia.When he first got into sales, he went from almost getting fired, to becoming the sales manager of the company.In an interview with Eric Lofholm, he shares his best business and sales-increasing ideas:~ It's not the setbacks that form your life, it's what you do about the setbacks.~ It takes grit and determination.~ Curiosity, self-examination, and keeping an open mind.~ Create a performance improvement plan.~ Assessments, feedback, adjustments, and making better outcomes.How do you become world class at your profession?Coaching, repetition, reinforcement, and practice.He highly recommends OMG for sales assessments.https://www.objectivemanagement.com/For more about Andy, you can go to:https://profiles.forbes.com/members/coaches/profile/Andy-Miller-CEO-Big-Swift-Kick/e54cb18c-a35a-4be6-8bd7-7d01284be583For more about Andy Miller's company, go to:https://bigswiftkick.com/Find out more and join the Continuous Sales Improvement Movement by visiting here:https://continuoussalesimprovement.com/homeIf you got value out of this episode, please subscribe and share! Thank you!

Continuous Sales ImprovementPowerful interview with Dr. Donald “Obi-Wan Kenobi” Moine, Eric Lofholm's coach, mentor and business partner in Continuous Sales Improvement.Dr. Donald Moine, one of the world's leading experts on sales increase and psychology in sales has created a new movement.Dr. Moine was a pioneer in the fields of Meta-modeling and Neuro-linguistic programing (NLP.)What are his best sales-increasing ideas?~ Have a powerful mindset.~ Have a set of belief systems that enable you to achieve great success.~ Have your sales presentation very well prepared with a million-dollar sales presentation.~ A good script can work like magic...~ Words can make you rich – one script can change your life!~ Create a virtuous feedback loop.~ Be creative and try something new.Get Dr. Moine's book, “Unlimited Selling Power: How to Master Hypnotic Selling Skills”:https://amzn.to/3gJD7zQFind out more about Dr. Moine here:https://drmoine.com/Find out more and join the Continuous Sales Improvement Movement by visiting here:https://continuoussalesimprovement.com/homeIf you got value out of this episode, please subscribe and share! Thank you!

Eric Lofholm interviews his mentor Tony Martinez. Tony has over 30 years of experience in the sales and marketing industry. He shares how he increases revenue without increasing expenses. What are your skills and resources?He recommends reaching out to experts as well as find resources you have available to you right now.Learn what it takes to be a top producer, how to overcome adversity and failure, and how to use preparation and repetition to master your sales and presentation skills. How do you respond to setbacks and failures?Confidence comes from hard work. Keep going. 9 out of 10 people make excuses and quit.If this resonated with you, listen to this episode 7 times.Tony Martinez is the Co-Founder and Co-Chairman of the US Tax Lien Association, which is an organization that is committed and dedicated to helping others achieve total financial freedom through the power of investing in Tax Lien Certificates. With over 20 years of expert experience, Tony is the world's #1 authority on the subject of creating enduring wealth through the little know strategy of investing in Tax Lien Certificates, which gives anyone the opportunity to earn guaranteed fixed rates of returns of 18% – 36% interest per year, and acquire valuable real estate for approximately 10% of market value. Find out more and join the Continuous Sales Improvement Movement by visiting here:https://continuoussalesimprovement.com/homeYou can also get the first chapter of my book for free by signing up!If you got value out of this episode, please subscribe and share! Thank you!