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November 8, 2008

The Close

Filed under: Business — Fei @ 11:30 pm

I attended a sales seminar by Eric Lofholm: The Close. It’s a great seminar. Here I just list a few points I like from his speech. 

  • You can only get so far on your own. Success is a team sport. 
  • 80/20 Rule. Top 2 ideas equal the value of the bottom 8 combined. 
  • Illustration. Of all the knowledge in the world, you know 3%. You don’t know 7%. You don’t know you don’t know 90%. The problem is, you can’t improve you don’t know you don’t know. If you can move you don’t know you don’t know to you kow you don’t know. You create possibility of break through. 
  • What to say? When to say it? How to say it? 
  • Selling is a learnt skill.
  • Take away: you offer some opportunity to someone, if he doesn’t do it, you take it away. 
  • Selling is about attitude and action.
  • Tip of iceberg. Conscious mind is only 10%, 90% is unconscious mind. –> Focus on your unconscious mind. What you believe is important. 
  • Things only have the meaning I give them. Things are things, and things can be changed. 

Definition of sales:

  • Selling = service
  • Sell from honesty, integrity, and compassion.
  • It’s not about a hard sell, it’s about a heart sell. 
  • Selling is about leading.
  • Selling is about moving people to action. 
More talking points:
  • Change begins in language. One of the ways we experience reality is the stories we tell. 
  • Direct command: human beings respond to direct command. 
  • Whatever to sell, remember to sell the dream
  • The key to change is to know what to change.
  • Procrastination is a control issue.
  • The key to selling is connecting.
  • Part of the language of influence is silence.
  • The sweet spot is the potentional is ready to make a purchase decision.
  • Follow up: pull potentional back to sweet spot. What part of the program that interests you most? Share a story. Benefit of join. Ask them for reorder.
  • Influence happens in an instant.
  • Sale is a thinking man/woman’s game
  • If you want to influence someone else, it’s not about you, it’s about them. 
  • Identify customer needs <—- ask questions.
  • What is the buying criteria? How they have bought in the past? Human beings make buying decisions in patterns. 
  • People buy benefits. Imagine the benefit of benefit. In what way it may affect your life?
  • Ask for referrals: easy, education, incentive. 

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