Eric Lofholm and Rick Cooper

I studied sales when I was back in college. I have been a student of Eric Lofholm, a Master Sales Trainer, for many years. I have also studied other methods and read many articles and books.

I have been in sales roles over the years. And as an entrepreneur, I am in sales. As a smaller business owner, if you can’t make sales, you go out of business.

How to Create a Sales Breakthrough

I want to share one idea with you that could create a breakthrough in your results.

I tend to be a detail-oriented, analytical person. So, I like to be prepared.

That mindset doesn’t always work well in an environment where you need to take action and make calls.

Don’t Fall into the Trap of Over-Preparation

Preparation can become an excuse for not taking action.

I was reading an article recently and it mentioned if you are in doubt about whether to make a call, then go ahead and make it anyway.

On top of that, most calls go to voicemail. So, chances are, you won’t even reach them on the phone.

Wow! What a profound idea. Something shifted in my head. What a great way to overcome the resistance you might have to make a call.

Nothing is ever going to be perfect. You will never have enough information.

And if you are reaching out more consistently over time, you will learn more about a person as time goes on.

I could do a whole training just on sales, but I will refer you over to my mentor Eric Lofholm if you want to improve your sales skills.

You Need to Develop your Sales Skills

Here’s a fact: No matter how much effort you devote to your online marketing and social media to generate leads online, you will never be able to build your business if you do not improve your sales skills.

Yes, it is possible to generate sales online. But, sometimes people don’t buy online and you need to follow up.

I am blocking time every week to reach out and make calls. I enjoy talking to people. And it gives me a better way to learn about their business and to advise them.

How are you about making calls? Do you make calls consistently? Could you be making more calls?

Let me know if you struggle in this area.

If you want build a referral based business, you need to spend more time talking to people over the phone.

You have the potential to be much more successful than you are today and as soon as you realize the phone is your friends, the faster that will happen.

Rick Cooper
Social Media and Online Marketing Trainer