Sales Coaching – Eric Lofholm
SUMMARY
In this episode, Master Sales Trainer, Eric Lofholm, teaches you how to create a desire in your potential clients that has them wanting your offer before you attempt to close the deal. He says the key is to approach closing a new client a heart-centered way.
Eric even gives away scripts that you can use to make people want to enroll and be coached by you.
KEY TAKEAWAYS
When you’re delivering value, you deserve to be compensated.
Selling is about leading and moving people to action.
People will buy whatever you tell them to buy, so be clear on what your program is.
TRANSCRIPTION: SALES COACHING – ERIC LOFHOLM
Luis Congdon
On today’s episode, we’re diving in further and deeper into the training of sales mastery and for that, we’re bringing to you, Eric Lofholm
Kamala Chambers
Maybe you relate to this. You have a program or a product that you believe in but you don’t quite know how to sell it. You don’t know how to get it out there or you feel like you don’t want to be a sleazy salesperson.
Well, today we have a special guest who is going talk to us about sales coaching and how to close the deal. It’s not just so you can get more clients or glean more people but it’s actually so you can help more people.
I’m excited to have this guest on the show. We’re here with Eric Lofholm. He’s a master sales coaching trainer who’s taught proven sales systems to thousands of professionals around the world.
I am excited! Luis and I both are just thrilled to have you here because you’re just a genius. You’re a master at what you do.
The thing about having an offer that you’re trying to get people to buy is that you got to close the deal and many of our listeners and clients are people that are heart-centered. They don’t want to sell people but they just want to get their message and their gift out there to the world.
I know this is something you worked for in a heart-centered way—how people can start to close the deal with other people, and get people or potential customers buy without being salesy.
I’d love to hear from you. Where do you like to start with people to get away from being a douchebag salesman to being someone who’s heart-centered and offering a service?
Heart-Centered Sales Coaching
Eric Lofholm
Yeah. There is this conflict. It’s like “I want to help people. I want to make a difference in their life,” but then, on the other hand, “I don’t want to come across salesy.”
The first thing I’d like to share with everybody is that, I understand you because I am you.
I’m a sales coach, and although I coach on sales, which is our topic today, I am a healer. That’s my purpose in life and the way that I heal people is by teaching them business systems that have been proven to be effective.
I have a huge heart for making a difference in the lives of others.
Having People Enrolled To Your Program So You Could Help Them
Eric Lofholm
At the same time, I understand that in order for me to help them, I need them to enroll. I need them to become a client so I can teach them the systems I have to teach them.
No different than what all of you do. If you’re a relationship coach, you need to enroll this person that’s in pain over their relationship to be able to provide them the proper solution.
I was fortunate enough to meet a living master, a gentleman named Dr. Donald Moine, 21 years ago when I was a bottom producing sales person and he taught me his system of enrollment. Once I learned his system, I just do the same thing over and over again and selling for me is now easy and effortless that I can do it in a heart-centered way and truly focused on adding value.
Luis Congdon
That’s great and it’s important too for people who are relationship coaches and healers.
Coming from a field of social work, it was incredibly difficult for me to get to a place where, “Okay. I’m going to serve this client and I’m also going to ask them to pay.”
And I’m just curious about you, how do we get comfortable with that part of our job?
Sales Coaching – Entrepreneurs Deserve To Be Compensated
Eric Lofholm
At the end of the day, we deserve to be compensated because there’s a value exchange.
If you go to a restaurant and have a nice meal, you happily pay because you received value.
When we’re creating value for our clients and we’re delivering value, we deserve to be compensated as well.
The way I do it is in an upfront agreement. I do a free sales coaching session with a client or a free enrollment conversation and it’s clear that there’s no charge for this. There’s no obligation. I give them an experience of sales coaching with me.
Sales Coaching – Have An Upfront Agreement
Eric Lofholm
Then, I have an upfront agreement of “If you want to work with me, here’s how the money works. Here’s what you’re going to receive in terms of my time. Here’s the expectation. Would you like to work with me?”
The client, on the other end of the line, gets to decide if they want to work with me. We get the money and that whole conversation happened all upfront so everybody’s clear.
Sales is an aspect of business.
We don’t want to shy away from it. We want to embrace it. There is a sales component. There is an enrollment conversation and we want to work towards becoming great at it.
System Of A Sales Coaching
Eric Lofholm
The good news for all of you listening is that there is a system. There is a solution and that’s what we’re here to talk about. It’s how do you enroll in a heart-centered way where you can feel great about it and have an integrity, focus on adding value. Then, deliver the value to the clients once you’ve acquired them.
Kamala Chambers
Oh, yeah. This is important and I love that you’re putting in this system of a free consult or a strategy session. This is something that you can use as a practitioner or as a consultant if you have any kind of offer to make these free mini-sessions.
I’ve worked with hundreds of health coaches and they call them health consultations or health histories right up the front. I think that kind of changing it into a very clear system like you’re talking about. You’re being super upfront with the client that in this time together, it’s a strategy session where, “I’m going to support you. You get a flavor of my sales coaching, and then I’m going to make some offer to you so you know exactly what I do and how you can benefit from it.”
I appreciate that offer and how you’re framing that.
Do you want to get into how to break down a conversation like an enrollment conversation?
Sales Coaching – Enrollment Conversation
Eric Lofholm
Yeah! We could definitely do that and I think there’s one point to land. It’s important we’re just honest about building a business and what are the things that are necessary.
There is a sales conversation that precedes any sales coaching relationship and it’s important that we understand that selling equals service.
Understand Terms Related To Sales Coaching
Eric Lofholm
There’s a vocabulary to business success and so we use terms like sales, lead conversation, closing, appointment setting, objection handling. Understand that learning those terms is an important part of the process and we don’t want to put our head in the sand and ignore these stuff because you will not accomplish your potential as a coach. You will not live a life where you’ve achieved your full purpose.
It’s just realizing, “Okay, I get it. I have to understand this part of the business in order for me to achieve my full potential.”
If you have resistance to selling, it’s not your fault. There’s a stigma to sales in our culture. In our culture, sales is perceived as arm twisting or high pressure manipulation, et cetera. And although sales can be that, it doesn’t need to be that. It’s not what I teach. It’s not the way that I sell.
I just want to share a message of hope with all of you that there is a way that you can do this from your heart, from a place of integrity that truly focuses on serving others.
Systems Approach Of Sales Coaching
Eric Lofholm
The solution is a systems approach.
- Lead
- Appointment
- Lead conversion where they become a client
This is the process to build any business including coaching practice or whatever it is that you do. And so we have our lead flow. However, those leads are coming in and then here’s my mindset,
All roads lead to a professional sales presentation.
Creating The Invitation And The Opportunity For Sales Coaching
Eric Lofholm
If I want to acquire a client, I’m going to book an appointment with that lead, get them into a free 30-minute coaching enrollment conversation, which is a very well thought-out, structured presentation. In the end, I’m going to enroll them in becoming a client. At the end of the day, the client is going to decide. I’m not going to push them into anything.
I’m just going to simply create the invitation and the opportunity, then the client decides.
Sequencing Of A Sales Coaching
Eric Lofholm
The way that we structure this is you want to think in terms of an outline, and a good simple way of describing this is like a recipe for a cake. You got the ingredients of a cake, and then you have the sequence, which is the order that the ingredients go in.
For example, if the cake asks for an egg, you don’t want to mix up the batter without the egg, put it in the oven, cook the cake, bring it out of the oven, take the baked cake, and then crack the egg and put over the top of it. I mean, obviously that’s silly and we never do that. What it’s trying to teach you is sequencing.
In the enrollment conversation, there are components of the enrollment conversation, which are the ingredients. Then there’s the order that it goes on that. It’s the sequencing.
Sales Coaching – Enrollment Conversation Script
Eric Lofholm
Here’s just a simple, generic way of putting the components of an enrollment conversation together.
- Trust and rapport
- Agenda script
- Probing questions
- Give them an experience of sales coaching
- Do the enrollment conversation with a call to action
In this example, this is a one call close.
Different Processes When Selling Consulting And Doing Sales Coaching
Eric Lofholm
There are 2 different processes when selling consulting:
- One call close – you ask for the order at the end of the free session.
- One call two call close – do an intake session and then meet with them a second time and then ask for the order.
With a company, I’ll gather information, and then I’ll form a proposal. I’ll meet with them a second time, I’ll deliver the proposal, and then I’ll ask them to purchase from me. We can go into any aspect of this that you’d like.
Kamala Chambers
That’s a big one.
I think what a lot of people will get from this is building the trust in the beginning like you said and then giving them a sales coaching experience.
Let’s say we’re at the end of that sales coaching experience and you want to close the deal or even bring up what you have to offer. How do you start that conversation?
Sales Coaching – Script For Closing The Deal
Eric Lofholm
Part of my sales philosophy is dissect, dissect, dissect. We take that section of the presentation. It’s called the “close”. You could call it “enrollment” or whatever you want. At the end of the day, we got to do this certain thing to move them to action.
We dissect the Close/Enrollment into three sections.
Step 1. Transition into the Close
Step 2. The Body of the Close
Step 3. The Final final Close
Script For Closing The Sales Closing Enrollment Conversation In An Elegant Way
Eric Lofholm
Step 1:. Transition into the Close
It’s a bridge savant from the body of the presentation in the close and it’s your way of saying to the potential client, “Hello. I’m closing now,” but we do it in an elegant way.
Here’s an example.
You could say to them, “What I’d like to do now is share with you how I work with clients like yourself.” So that’s letting them know, “Okay, I’ve finished the free sales coaching session with you. Now we’re going to talk about the possibility of you becoming a client.” It’s something as simple as this: “What I’ll do now is share with you how I work with clients like yourself on an ongoing basis.”
Step 2: The Body of the Close
This is where you would explain the sales coaching offer—the length of the sessions, how the sessions are done, the price, the length of the agreement and the way you take payments.
Sales Coaching – System To Make Turn People Into Clients
Eric Lofholm
Step 3. The final final Close
That’s just simply you asking them to become a client. It’s a system. I did it virtually the same way every time. I’ve been doing it now for 14 years.
The maximum number of clients I work with any one time is 20. That number could fluctuate.
That’s actually a very important part of the sales coaching explanation because people have a fear of missing out.
One of your greatest tools in persuasion is scarcity.
What you want to do is you want to find true scarcity. How does a full practice look like for you? And then just simply and clearly communicate that.
Sales Coaching – Magical Phrase To Make People Enroll
Eric Lofholm
If I can handle 20 clients, then I want to say it because that’s a true number. “The maximum number of clients I can work with any one time is 20. The sales coaching sessions are done over the phone. They last for 30 minutes or an hour. I work with clients an hour a month or 2 hours a month.”
“For 1 hour a month, the investment is _____. For 2 hours a month, the investment is _____. I guarantee you the sales coaching is going to help you. The way that guarantee works is if you’re unhappy for any reason during the first 30 days, I’ll give you a full refund, no questions asked. After 30 days, the program goes month to month and you can stay in the program as long as you’re getting results. Would you like to be one of the 20 clients that I work with?”
“Would you like to be one of the 20 clients that I work with?” That’s the magical phrase I use to make them enroll at the very end.
People Asking For Free Sales Coaching Sessions
Luis Congdon
I’m thinking about some of the listeners and one of the key struggles to getting launched in our business is people wanting free services. Someone contacts me or reaches to someone else I know and says, “Hey, I know that you’re a coach. I’m wondering if you’d be able to give me some free sales coaching sessions.”
Recently, I had a guy messaged us, Kamala and I. He wanted to meet for tea and just talk about his relationship with us.
I’m curious. What do you think is a good way for people to respond to that?
Eric Lofholm
I do a certain amount of charity work. I will donate my time at times but at the end of the day, I got bills to pay. I got a company to run.
I will work with people at a reduced rate or a free rate in a very limited fashion because I got my life to live.
Sales Coaching Tip – Drawing Firm Boundaries To People Who Wants Free Sessions
Eric Lofholm
If somebody requested that of me, I would simply say, “Right now, I don’t have time in my schedule to take on any free clients. I am taking clients on right now. I’d be happy to do a free sales coaching session with you if you’d be interested in exploring a paid relationship with me.”
I have no issue with them saying “No”. It’s okay to just draw a firm boundary and say, “This is what works for me.”
Whatever your full rate is and you need that rate, you just tell them, “This is how it works.” You put it in their court and they say Yes or No.
Sales Coaching Tip – Have A Clear Communication About The Financial Piece
Eric Lofholm
It’s very important to have firm boundaries and clear communication about how the financial piece of the business works.
For me, I get the money handled upfront. When a client hires me, I get paid before sales coaching is delivered.
At the end of the sales coaching enrollment conversation if they say they want to work with me, I say, “Great! Which credit card do you want to put down on?” That pays for the first month and then it goes month to month.
Sales Coaching Tip – Never Chase Money On A One-On-One Coaching Relationship
Eric Lofholm
I’m never chasing money in a one-on-one sales coaching relationship. I don’t think that’s a healthy agreement between the coach and the client.
Luis Congdon
I think your personal philosophy applies to a lot of listeners and it’s a lesson learned in hard ways.
I’ve definitely been in the shoes of some of the listeners who have been paid after doing the sales coaching sessions. I’ve done that. Having to chase that person down doesn’t feel good for either one of us.
Kamala Chambers
I love this model that you have this 30-minute enrollment conversation. You invite them to take action and then you get the payment settled right after the sales coaching session and that’s set up on an automated payment for every month. Is that right?
Script When Getting The Payment Settled Right After The Sales Coaching Session
Eric Lofholm
Yes. So here’s how the rest of it goes.
Me: “Would you like to be one of the 20 clients that I’ve worked with?”
Client: “Yes!”
Me: “Great! Would you like to do an hour a month or 2 hours a month with me?”
Client: “I like to do 2 hours.”
Me: “Okay. Excellent! Which credit card would you like to use?”
Client answers
Me: “Great! Would you like to schedule your free sales coaching session?”
Client: “Yes.”
Me: “Great! So here’s how it’s going to work. We’re going to bill your credit card today for XXXX and then it will be automatically charged every 30 days until you choose to continue.”
I had a situation that happened today. A client is on a month-to-month agreement with me and today was the second month. His credit card got charged today. He sent me a text message saying that it wasn’t explained to him.
How Important The Explanation On The Money Piece Is Important On Sales Coaching
Eric Lofholm
What happened was one person on my team did the enrollment conversation. I was not involved in the money piece of it. The person on my team didn’t explain to them that he is going to automatically be charged.
The client was very upset and I texted him back to say sorry and reverse the charge. He said, “No. I want to keep sales coaching with you. That’s not the issue. The issue was I didn’t know this upfront.”
The explanation on money part is very important. You got to take this on as a coach and not put your head on the sand. You got to put on your big boy pants or big girl pants and say, “I’m in business. I’m here to change the world and make a difference to the lives of others.”
Embracing Your Evolution As A Human Being And Business Owner Who Provides Sales Coaching
Eric Lofholm
Embrace that part of your evolution as a human being and as a business owner. You got to step into what being a business owner is.
Kamala Chambers
That’s great that you used that very practical example of what happened today.
I’m curious about this other piece. Most of my clients in the beginning were health coaches and I have a background as a healer and health coach.
Six-Month Model On Sales Coaching
Kamala Chambers
As a health coach going to the institute for integrative nutrition, you learned this model of “The 6 Month Coaching Model”. You get people enrolled into this six-month programs. I’m curious about what your thoughts are on that model and if you also tell people that it’s not just a one-session-a-month opportunity but you’re enrolling to a program where I provide you these extra things, email support, hand-outs or shopping tour or something like that.
What about the six-month model? I noticed you said, “I will continue to bill you and will continue to work together for as long as it’s supportive for you,” but with the six-month model, you have more of a guarantee that someone’s going to be there and continue to work with you over time.
What are your thoughts on that?
Pro Sales Coaching – Customize For Your Unique Offer
Eric Lofholm
I’m glad you asked because somebody listening might think, “Oh, that’s all Eric does, month-to-month coaching.” That’s actually one of several models that I do.
You can have more than one model. I’ve had my own business out for 16 years and I’ve sold all kinds of packages.
Here’s what I discovered.
Eric Lofholm
I had a webinar that I did earlier and it was a 90-day program. On the webinar, there’s a combination of one-on-one with me and then there’s also group sales coaching. It’s a 90-day product and it’s designed that you’ll peep perform for the next 90 days.
I also have a one year program. It’s called Guaranteed Results. I guarantee a certain financial success but it’s a one year program. So that’s a combination of group and one-on-one.
Sales Coaching Tip – Get Clear On What Your Program Is
Eric Lofholm
It does not matter to me if I’m selling one-on-one, month to month, 90-day, 12-month or some other variation. People will buy whatever you tell them to buy. So you get clear on what your program is.
If you listened to the close that I did, I had total clarity of what it is that I was offering. This is an area of improvement for some of you to get clear. This is the exact, this is what they get, this is the length of the agreement, here’s how it works and so I’m totally fine with that six month that you’re suggesting or whatever package anybody listening thinks is the right package for their client.
Kamala Chambers
That’s great that we addressed that because I didn’t want everyone to think that they had to do 2 or 1 hour a month.
Sales Coaching Tip – People Will Follow What You Have To Share Because You’re The Expert
Kamala Chambers
I absolutely agree with you that people will follow what you have to share because you’re the expert.
We, as entrepreneurs in our business or field, are the experts and so people come to us, looking for us to tell them where to go and what to do.
That’s what the enrollment conversation is for because if you have one conversation with people and you give them some tips to take home, maybe they’ll apply one of those things into their lives but they’re not going to make changes forever.
Sales Coaching Means Offering Continual Support Over Time
Kamala Chambers
That’s where the coaching or whatever program that you’re offering comes in. It’s offering that continual support over time.
Just to recap, we have this building trust, then you break down the agenda for the conversation, then you get into a coaching conversation and then you start to move towards the transition and the Close.
What do you feel is the most important thing at the beginning of a conversation to build the trust?
Sales Coaching – Agenda Script
Eric Lofholm
I want to jump ahead to the agenda script for just a moment.
What happens in the agenda script is you’re setting up the expectations for the call and you’re also using the sales training term called pre-framing. Pre-framing is where you let the prospect know in advance what’s going to happen.
You say, “What I’ll do now is share with you how our sales coaching sessions are going to go today. First, I’m going to ask you some question about what’s most important to you in terms of increasing your sales results. And then, I’m going to give you an experience of sales coaching.”
Elegant Way Of Closing A Sales Coaching Enrollment Conversation
Eric Lofholm
At the very end of the call, “If we both feel that there is a fit for the possibility of us working together, I’m going to share with you all the details about how my on-going sales coaching program works. At that point you’ll have the opportunity to hire me if you feel comfortable. Sound good?” and they go, “Sounds good.”
You just told them “I’m closing at the end,” but if you go back and listened to the wording I used, it’s very elegant. It doesn’t come across as pressure because it’s not. It’s enrolling, it’s inviting. It creates that expectation with them.
The rapport upfront should be pretty easy for you because they requested this free sales coaching session with you. Maybe they saw you speak. They’re on your email newsletter. They were referred to you. Something has motivated them to request this free sales coaching session.
Building Rapport Upfront During A Sales Coaching Enrollment Conversation
Eric Lofholm
I’ll just ask them “How are you doing today?” Just a general talk with them. “How’s it going? I’m excited about doing this free sales coaching session with you.” I’m just warm and friendly with them.
I don’t spend a lot of time on the rapport part and then I’m going to do the agenda script.
Then I’m going to ask the probing questions. In this section of the presentation, you’ve got to find for a persuasion standpoint. You got to find a want, need, or problem they have that coaching will solve.
Sales Coaching Tip – Ask Probing Questions
Eric Lofholm
If you’re a relationship coach, they’ve got to either be in pain around a relationship or they have to want a relationship than they don’t have.
Something’s got to be going on to motivate them to pay to have the problem solved and that’s what you’ve got to accomplish in the probing questions.
It’s a good idea to go in with a list of questions to ask them to figure out what the problem is and then you give them the experience of sales coaching.
Sales Coaching Tip – Telling A Story Of A Client You’ve Helped
Eric Lofholm
One of the tips that you can do when you’re giving a sales coaching experience is to tell them a story of a client like them you’ve helped.
Just a quick example.
Arvee Robinsons, one of the clients I’ve had, is a speaker and a coach. She never professionally trained in sales before. She was uncomfortable asking for the order and with selling. Without going into the full story, the bottomline is I got her comfortable and I trained her on how to create a series of products. She has a $400-product and her highest one is actually $12,000. I totally transformed her life and got her comfortable with selling.
Sales Coaching Tip – Make People Want To Be Coached By You
Eric Lofholm
As I tell that story, the person might connect with that story emotionally and that creates a desire inside of them to want to coach with me.
Here’s my number one tip for closing.
Have the prospect want what you’re offering before you get to the close.
Sales Coaching Tip – Have Your Prospects Want What You’re Offering Before You Get To The Close
Eric Lofholm
So I think most of my clients before they hire me, they’ve already mentally decided, “If I can make this work financially, I’m going to hire Eric.”
You have to have a great enrollment conversation to create that desire inside of the potential client and to zero in on the problems that they have that your coaching can solve.
An Unstructured Enrollment Conversation Can Make Prospects Uninterested
Luis Congdon
That’s great! As I’m listening to you talking, I’m thinking of one of our friends who asked us for some coaching around being able to have the sales conversation and the closing conversation and she didn’t have this structured in the way that we’re talking about so it’s no wonder that at the end of an hour session with people, most people would go, “Okay, thanks for the service,” and they weren’t returning or signing up.
One of the things we did is we convinced her to create packages so she wouldn’t just have one of coaching sessions because you want transformation for these people and most people are not going to get their health changed in an hour long conversation as well as some tips being given during that time.
She created packages but she’s still struggling around that enrollment piece and I think you just gave her the answer. I know that we’ll be giving her this podcast and I hope that if you’re listening, you’ve gotten some clarity around how to close that deal.
Kamala Chambers
One question that I have is something that I love to address these questions when they come up at the end of the enrollment conversation. I’m curious as what you would say when someone says, “What if I don’t enough time or money?”
Pro Sales Coaching – What To Say When Someone Says They Don’t Have Enough Money
Eric Lofholm
My take is maybe a little bit different than how most people would approach it. I mean, in unique situations that I have a very large following of people to the point where I sell them off for one-on-one sales coaching.
I love working with people one-on-one but I want it to be a great fit. And so if I got to the end of a conversation and they said, “Well, I just don’t have time right now.” I go, “Oh, okay. Thanks! No problem.” I’m just in a point in my career where I only want to work with people that are like hungry to learn from me.
At that point, if you’ve taken them to this full enrollment conversation and they still have some concerns, we could use traditional objection handling techniques. I’ll give you a couple of tips on how to do that but I guess I just softly want somebody who gets me and wants to work with me.
Handling Objections At The End Of The Sales Coaching Enrollment Conversation
Eric Lofholm
If I was going to handle the objection, the objection is just a sales training term. “I don’t have the money, I don’t have the time. I need to have to think about it.” The way it works is I ask for the order, “Would you like to be one of the 20 clients that I work with?” “You know Eric, the timing just isn’t right.”
It’s like a game of hot potato. When I say, “Would you like to be one of the 20 clients that I work with?” I give them a hot potato and they go “The timing just isn’t right.” Now I have a hot potato, so I want to give it back to them. I might say “Well, tell me more about that.” and they tell me whatever they tell me. Then I could say “Is that your only concern?”
So it’s back and forth. That’s what happens in real world influence.
Sales Coaching Tip – Figure Out Responses Of How You’re Going To Address Concerns Your Prospects Have
Eric Lofholm
What you’d want to do is to strategically figure out some responses of how you’re going to address the concerns that they have. “Is that your only concern? Tell me more about that. Other than the time, is there anything else preventing you from moving forward?”
You can study up on objection handling. There are books out there that teach you these techniques. My book, The System, is one of them. That’s like Sales 101 of learning that objection handling dance that happens at the end.
Kamala Chambers
I love that. And I love how you’re just like “Okay, if that doesn’t work out for then that’s fine.” Not everyone is at the level you’re at. They may feel a little more desperate to get clients.
Sales Coaching Tip – Know What’s Holding Back Your Prospects From Enrolling
Kamala Chambers
I’m sure you know Jesse Koren with the Thrive Academy. He’s a guest on our show and one thing he says is, “If it wasn’t for the time or for the money, is it something you’d want to do?” I appreciate that question.
Just like what you said, the hot potato, it throws it back into their hands and has them evaluate, “Am I holding back because of fear or is this legitimately I’m not ready for this experience or opportunity?”
We’ve covered so much. I’m curious if there are any Closing thoughts that you want to leave our audience about this enrollment conversation?
Eric Lofholm
One of the main thoughts coming to me throughout this whole conversation was just a message of hope.
Anyone Can Learn How To Do A Sales Coaching Enrollment Conversation
Eric Lofholm
Any of you could learn this. If you really want to learn this, you could learn this. It’s not something that is unattainable. It’s within your grasp but does require intention and focus.
It might require training, hiring coaches what not but it is within your grasp. It’s like riding a bike. Once you have it down, you have it down. You don’t have to keep going back and relearning the same lesson.
There are other business lessons to learn but this is the one that is a relatively easy problem to solve. We covered a lot of ground on this call. I just gave you everything I had to help all of you at the highest level.
Talk To Sales Coaching Experts
Eric Lofholm
There are a lot of great solutions. Talk to other people who do sales coaching are doing enrollment conversations and ask them how do they it or address different problems and learn from other people.
Kamala Chambers
We’ve been here with Master Sales Trainer, Eric Lofholm talking about sales coaching.
