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The System: The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make More Sales
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.
- GenresBusiness
288 pages, Paperback
First published November 10, 2013
85 people are currently reading
87 people want to read
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Displaying 1 - 9 of 9 reviews
January 8, 2014
Too much hype from the author, not enough substance
As opposed to the reviews I read prior on Amazon, I found there to be quite a lot of fluff in this book. The author spends almost a majority of the time setting up how 'great' the information will be. He also repeats whole sections word-for-word, I think trying to be clever, multiple times throughout.
Lofholm outlines the 3 steps of selling as inner-game, outer-game, and action.
For inner-game he emphasizes the importance of cultivating a positive mindset and getting your thought habits under control. While this is certainly important, Lofholm gets a little too dreamy for me and doesn't suitably emphasize the importance of coupling that mindset with action.
The outer-game sections covering script writing are probably the most valuable in the book. Lofholm provides some simple objection strategies and basic script writing ideas. This part of The System can be mildly useful for sales people. Lofholm's other outer-game suggestion for continued follow up for both potential and current customers is also solid.
I don't however, like the outer-game advice of not pursing closing a sale when prospecting or while widening your social network for potential referrals. Lofholm believes you must concentrate on only one such aspect at a time. This to me is nonsense, if you can get yourself a sale get yourself a sale.
Overall The System is poorly organized and contains too much fluff, but does have decent information on script writing. The script writing is so basic though, that it's hard to justify even the cheap price tag.
As opposed to the reviews I read prior on Amazon, I found there to be quite a lot of fluff in this book. The author spends almost a majority of the time setting up how 'great' the information will be. He also repeats whole sections word-for-word, I think trying to be clever, multiple times throughout.
Lofholm outlines the 3 steps of selling as inner-game, outer-game, and action.
For inner-game he emphasizes the importance of cultivating a positive mindset and getting your thought habits under control. While this is certainly important, Lofholm gets a little too dreamy for me and doesn't suitably emphasize the importance of coupling that mindset with action.
The outer-game sections covering script writing are probably the most valuable in the book. Lofholm provides some simple objection strategies and basic script writing ideas. This part of The System can be mildly useful for sales people. Lofholm's other outer-game suggestion for continued follow up for both potential and current customers is also solid.
I don't however, like the outer-game advice of not pursing closing a sale when prospecting or while widening your social network for potential referrals. Lofholm believes you must concentrate on only one such aspect at a time. This to me is nonsense, if you can get yourself a sale get yourself a sale.
Overall The System is poorly organized and contains too much fluff, but does have decent information on script writing. The script writing is so basic though, that it's hard to justify even the cheap price tag.
December 19, 2015
I like the way Eric walks you through a step by step process to get you comfortable and ready to Sell!
February 23, 2019
Action Changes Things
March 29, 2018
Format: Kindle Edition
Verified Purchase
I follow Tony Robbins so; when I discovered Eric Lofholm once worked for him, it was a no-brainer to read his book. Eric's book is practical and strategic. It is not just a salespersons book a life strategy book. The book uses lessons and exercises to move to motivate the reader. Lofholm shares one of his first encounters with Tony Robbins after he won a contest which took him to Fiji. What Robbins says to Eric provides him the opportunity to reevaluate his professional and personal life. Eric is the genuine deal and I look forward to reading more of his work. I highly recommend this book to anyone trying to better themselves in sales or life. "In order for you to make your dreams happen, your actions need to be consistent with your goals, so unless you take more action, you'll never make it." Tony RobbinsThe System: The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make More Sales
March 29, 2018
Format: Kindle Edition
Verified Purchase
I follow Tony Robbins so; when I discovered Eric Lofholm once worked for him, it was a no-brainer to read his book. Eric's book is practical and strategic. It is not just a salespersons book a life strategy book. The book uses lessons and exercises to move to motivate the reader. Lofholm shares one of his first encounters with Tony Robbins after he won a contest which took him to Fiji. What Robbins says to Eric provides him the opportunity to reevaluate his professional and personal life. Eric is the genuine deal and I look forward to reading more of his work. I highly recommend this book to anyone trying to better themselves in sales or life. "In order for you to make your dreams happen, your actions need to be consistent with your goals, so unless you take more action, you'll never make it." Tony RobbinsThe System: The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make More Sales
June 4, 2017
This is an intro primer to sales. I recommend after reading this, check out Chet Holmes. Understand sales is a process. Scripting is important. Objection handling, providing a journey, and an open ear to your potential customer are important.
May 24, 2022
Very good overall.
December 23, 2014
I don't enjoy giving books bad reviews. This book is a great example of someone stroking their own ego. My guess is the word "I" is the most used word in this book. And the author thinks that because he did something it matters to anyone else.
The book appears to be written as a sales letter for his services, products, and boot camps. However, it's a poorly written sales letter with paragraphs that seem to jump from one random thought to the next.
I could go on.
I really wanted to like this book because of the positive Amazon reviews. The ideas about the ideas have potential. However, the delivery is lacking and it never really gives you anything to hold onto.
The book appears to be written as a sales letter for his services, products, and boot camps. However, it's a poorly written sales letter with paragraphs that seem to jump from one random thought to the next.
I could go on.
I really wanted to like this book because of the positive Amazon reviews. The ideas about the ideas have potential. However, the delivery is lacking and it never really gives you anything to hold onto.
September 3, 2014
Despite a few typos here and there, this actually has a lot of valuable information. It does take a while for it to steadily filter through. Most of the value I found was the second half of the book after you get through his upbringing and mentors stories.
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May 29, 2017started again 5/27/2017
Read
September 27, 2018A proven system!
Eric consistently provides awesome value for sales professionals and business owners.
Work his system, and experience results! Eric you are awesome!
Eric consistently provides awesome value for sales professionals and business owners.
Work his system, and experience results! Eric you are awesome!
Displaying 1 - 9 of 9 reviews