The system
Subtitle: the proven 3-step formula anyone can learn to get more leads, book more appointments, and make more sales
By: Eric Lofholm
Publisher: Eric Lofholm International
Published: 2014
Place of publication: Rocklin, CA
Language: eng
Number of pages: 266
ISBN-13: 9780989894203
Subjects: Selling
Description: "Contrary to the myth that you have to be a born salesman, selling is a step-by-step system that anyone can learn. In this book renowned sales trainer Eric Lofholm distills the secrets of sales success into a simple three-step formula that has been used by more than 10,000 students over the past fourteen years to get more leads, book more appointments, and make more sales. Eric shows you everything you need to go from a sales novice to a selling master, including how to overcome sales anxiety, boost your closing rate, handle objections with confidence, and leverage relationships into referrals. Along the way he also gives you bonus tips to improve your performance in areas like business planning, goal setting, time management, and leveraging technology to multiply your sales. For salesmen, sales trainers, and small business owners looking for an edge in today's struggling economy, this book is a must-read."--Amazon.com.
Notes: "The sales system tested by 10.000 students"--Cover.

Includes bibliographical references and index.
Table of contents: title: The inner game of selling. Sales mindset; title: What I learned from one of the world's greatest thinkers; title: The outer game of selling. The process of influence; title: Generating unlimited leads; title: Setting unlimited appointments; title: Building instant trust and rapport; title: Identifying needs; title: The real reason people buy; title: Closing; title: The elegant dance: objectives; title: The fortune in the follow-up; title: Generating unlimited referrals; title: Sales scripting; title: GSA (Goals, strategy, action); title: Action. Putting it all together; title: Bonus material. Goal setting mastery; title: Time management success system; title: Lofholmisms; title: Top 150 secrets of success.