In this 8-minute video our speaker, Lloyd Lofton, LUTC, discusses the fact that most people like two things – to hear their name and to have their opinion asked. He recommends that you use a prospect’s name 5 times in a conversation and to close on a minor point, with a question. Those that have been selling for a long time have heard of the “features versus benefits” concept. Mr. Lofton discusses this concept and the importance of applying it correctly.
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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