The Value of Embracing Sales
Eric Lofholm is President and CEO of Eric Lofholm International, an organization he founded to professionally train people on the art and science of selling. Eric has used his own successful sales background to help anyone dramatically improve in all areas, including income and happiness. He joins the show today to talk about enrollment building and how his system can apply to a classroom setting. He also discusses the influence of silence, selling equaling service, and pre-framing the sale.
Key Takeaways:
[4:41] Eric went from being on quota probation to being a top producer once he found the work of Dr. Moine. He found that it was also a great platform to enhance his natural calling of being able to teach without any professional training.
[5:05] Eric worked for Tony Robbins for 3 years. Through this process decided he wanted to help people understand the process of sales.
[8:27] People tend to think of those in sales as arm twisters, manipulators, and used car salespeople. It is normal to have a resistance to sales, which is why we must see it from another viewpoint.
[11:51] Part of the language of influence is silence.
[13:54] Pre-framing the order at the beginning lets people know what is in store for them and sets an expectation of what will happen on the tour. This also gives no pressure on you other than choreographing and delivering the best presentation possible.
[22:42] When you feel as though your preschool is the best, in your heart, and it provides a solution, you owe it to you the parents and child to be of service and lead them to the best choice.
[25:10] It is crucial to prepare your presentation. Eric mapped out the steps and they are:
● Build trust and rapport.
● Do an agenda strip to let them know how the tour will go.
● Ask probing questions. Find out what they want and care about, and how you can give it to them.
● Share stories.
● Walk them through the close, mentioning scarcity (if it’s true) using the “because” frame.
● Invite them to take one of the slots.
● A thank you gift goes a long way.
[38:09] An advanced technique is to show the parents that the existing children in the school are potential new friends for their child.
[40:10] If Eric was to go back and do his business again, he would have found advisors and expanded his product line.
[45:14] Social media is a great way to tell your story and connect with others.
Mentioned in This Episode:
Child Care Marketing Solutions