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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 Paperback – November 10, 2013

4.7 out of 5 stars 86 customer reviews

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Editorial Reviews

About the Author

ERIC LOFHOLM is a master sales trainer who has helped over 10,000 students make more sales. Trained by bestselling sales expert Dr. Donald Moine, Eric has helped generate nearly $500 million in revenue in the last two decades. Eric honed his skills as a sales trainer for Tony Robbins from 1997 to 1999 before founding his own company, Eric Lofholm International. He offers expert training both for corporate sales departments and for individuals who want to improve their sales skills.
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Product Details

  • Paperback: 288 pages
  • Publisher: Eric Lofholm International, Inc. (November 10, 2013)
  • Language: English
  • ISBN-10: 0989894207
  • ISBN-13: 978-0989894203
  • Product Dimensions: 6 x 0.6 x 9 inches
  • Shipping Weight: 1.1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (86 customer reviews)
  • Amazon Best Sellers Rank: #137,090 in Books (See Top 100 in Books)

More About the Author

Eric Lofholm is a Master Sales Trainer who has taught his proven sales systems to thousands of professionals around the world. He is President and CEO of Eric Lofholm International, Inc., an organization he founded to professionally train people on the art and science of selling.

Eric began his career as a sales failure. At his first sales job he was put on quota probation after failing to meeting the minimum quota two months in a row. It was at this point that Eric met his sales mentor. After being professionally trained Eric achieved his quota and eventually become the top producer at that company. Eric went on to become the top producer at 2 more companies prior to starting Eric Lofholm International.

Eric is a naturally gifted teacher. For over 14 years Eric has been sharing his proven sales increasing ideas with people all over the world.

Eric believes that selling equals service. He also believes in working towards mastery of the fundamentals of lead generation, appointment setting, and delivering a high quality presentation.

Eric has delivered over 1,500 public and private presentations in companies such as:
Microsoft
Smith Barney
Primerica
State Prison
Bell South
Norwest Mortgage
Bank of New York
GTE
Lexus
World Financial Group
CitiCorp
MCI
ERA
Sega
Chamber of Commerce
Toastmasters Century 21
RE/MAX
Bell Atlantic
Texas Instruments
Ford Motor Company
Mary Kay
Excel Communications
Chrysler
Pritchett and Associates
Ikon
Sheraton
Nabisco
Time Warner
Silicon Graphics
Toyota Prudential
Acordia
Phillips
The U.S. Army
Fortis
Olde Discount Brokers
Merrill Lynch
Coldwell Banker
Sebastiani Vineyards
Hilton
Danka
Sun Microsystems
Pitney Bowes
Acura
Honda

He is also an instructor for CEOSpace, and Networking University.

Eric is the author of How to Sell in the New Economy, How to Master the Science of Goal Setting, and
21 Ways to Close more Sales.

Eric and his 2 children, Brandon and Sarah live in Rocklin, California.

Customer Reviews

Top Customer Reviews

Format: Kindle Edition Verified Purchase
What is easier than 3 steps? The author breaks it down and simplifies the elusive and over complicated world of sales systems and makes it usable right now! I like this book because it's written so you can apply the information immediately in your business or as an employee in a larger company.
I've already made massive improvements to our own sales process in our two businesses and already have found improved results in both. If your a small business owner, a direct sales marketeer or member of a sales team in a large company, Eric Lohholm has created a simple to understand, instantly applicable system that can help you find success in an ever changing world economy.
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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 somewhat 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. Even so, the script writing is very basic.
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This strikes me as more of a rough draft than a completed book. He rambles, gives too more emphasis on plugging himself and others than teaching you anything. I can't say I didn't get anything out of it, but it was a struggle to get through.
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Format: Paperback Verified Purchase
Eric's system is so good that it will become second nature to you. You will find yourself easily conversing with your clients about their needs and offering them solutions to their problems and never once feeling as if you are "being a salesman".

If you read The System once, it will help you a little. But if you do as Eric intended and study this book, spaced repetition reading it over and over again, taking and reviewing your notes, The System can help you earn 6 figures a year!
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I have had the good fortune of working with Eric over the course of a number of years. Eric's style of teaching is very practical and feels like a conversation with a trusted counselor, not advice from someone who hasn't been there, done that. Eric's own experiences are sprinkled throughout the book and the experiences of some of his sales superstar clients and reading about them gives you a sense that you can do it too. His system for selling is based on a foundation of common sense principles and strategies that you can apply in a methodical way to make selling simpler and most importantly predictable. Systematic actions lead to predictable results. I'll buy that!
You could hardly do better than to make the tiny investment in The System and read it through as a guidebook, a workbook, a manual of what to do to become a sales superstar yourself..
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Even though I've followed Eric's wisdom for many years, Systems is the book I'll use as an educational, motivation and inspiring resource often. Found just referring back to my highlights has been beneficial. You'll love it !!!

Brad Lloyd
CEO - Atlanta Marketing Center
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By Ray Gebauer on February 16, 2015
Format: Paperback Verified Purchase
I was shocked to find so much value in this book. With 40 years of sales and having built an organization of over 850,000 distributors, and being a master trainer myself, I still got a lot of value from this book that I bought over a year ago. I still refer back to it, especially on the scripting section.

I was also shocked to read some of the more critical reviews! I can't understand why anyone would not appreciate the value in this book. I've even used Eric for personal coaching, and have found him to always surpass my expectations. I highly recommend this book to everyone who is serious about making more money in sales.
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Many business owners do not realize this, but if you are in business, then you are in sales!

"The System" is an excellent book for anyone in sales (i.e. all business owners). I didn't just read it; I studied it. Eric Lofholm not only explains everything with clarity, but also shares many stories that drives his points home.

Eric divides sales into three simple steps: 1) inner game; 2) outer game; and 3) taking action. Inner game is your mindset; outer game is your business systems; and taking action is mainly, well... taking action.

For me, the two main benefits I received from this book were how to build your system and handling objections. You can literally build your sales system by reading this book inside out and then implementing the ideas. And you can learn how to handle any objection that comes your way, even before people bring them up. And for the rare objection that comes up that you haven't yet come across, Eric tells you how to handle that, too.

For those of you who are afraid of sales, Eric takes his wisdom and experience and provides the tools to shift your mindset until you realize that sales is simply about service.

You may want to learn and implement this book, not just read it for entertainment. If you are running any type of a service business, you are in sales, and I highly recommend this book for you. Thank you, Eric, for this fantastic, life changing experience of "The System."
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