In this 34-minute video our speaker, Lloyd Lofton, LUTC, discusses powerful versus passive language and also goes into the art of handling questions versus objections. Keep in mind that questions “gather” information and objections “disclose” information. You need to answer questions with questions to gain information. You need to ask questions you know the answer to. And you should use tie-down questions to gain agreement between you and the prospect. Be careful not to overuse this technique as you run the risk of stifling dialogue and alienating your probable buyer. The professional knows exactly the purpose of the question, and its probable outcome. Mastering what type of question to use in what situation is the difference between making a sale and frustration. It’s the difference between technique and selling with finesse.
Lloyd Lofton, LUTC, has 30 years of door-to-door, relationship, transaction, call center, business-to-business and needs-based selling experience. He is a successful business leader that has led large sales distributions who produced 50 million or more a year in sales of products; and has led recruiting efforts that resulted in the recruiting of more than 2,000 sales professionals in one year. Mr. Lofton has trained hundreds of managers, from field sales leaders to executive level leaders.
Agenda
Faculty
Lloyd Lofton, LUTC
7 Figure Sales Tools
- Started with John Hancock in 1977 as a debit agent; 30+ years of door-to-door, business-2-business, call center and needs-based selling experience
- Runs his own agency, led the career distribution for a large midwest insurance company, he was president of the Senior Insurance Marketing Association, he has been interviewed by the Wealth Channel through American College, AnnuityNewsNow and is a frequent contributor to numerous industry related magazines
- Wrote The Sidewalk Executive and the companion workbook Seven Step Sales Presentation, along with his recently released book, Leads to Results
- Managing partner of 7 Figure Sales Tools, an elite sales and leadership coaching and training company offering the best tips, tools, and sales techniques from a successful 30+ year career in sales to help professional salespeople and leaders perform with more polish, power and professionalism in their business
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