Just had Eric Lofholm on The Sales Show - the guy who's worked with Tony Robbins, Jay Abraham, and cracked the code on mindset-driven selling. If you're struggling with prospecting consistency, this conversation will rewire your brain...
The "Declaration vs Affirmation" Game-Changer
Stop saying "I am confident" (affirmation) and start saying "I take every relationship deeper, including this one" (declaration). Eric paid $45K to learn this difference: Affirmations are just positive thoughts. Declarations are states of being that you speak into existence. Most people unconsciously declare "I'm unlovable" or "I'm not good with money" - then wonder why those become reality.
The "Win or Double Win" Prospecting Framework
Eric's secret after 100,000 cold calls: Focus on activity, not outcome. When he prospects = win. When he books appointment = double win. He literally goes "25 and 0" every day instead of focusing on rejection. This mindset shift transforms everything because thought is the precursor to action.
The 9-Touch Persistence That Closed a VP Deal
Eric prospected the same VP of sales for 2+ years - NINE touches with zero response. Touch #10? Deal closed. Most people quit after touch #2 because they think "they don't like me." Reality: timing wasn't right, they were busy, offer didn't land YET. Pest only exists in language - don't use the word, can't be one.
Why "People First" Thinking Kills Deals
Eric used to unconsciously declare "If people get to know me, they won't want to be around me." This created push energy that sabotaged relationships. Now he declares "I take every relationship deeper" - transforming from transactional to relational selling. The Dan Kennedy story: got on stage at his super conference, knocked it out of the park, never followed up. Left millions on the table.
The Strategic Action vs Massive Action Revolution
Forget massive action. Forget strategic massive action. It's about STRATEGIC ACTION - slowing down for high-quality moves. Like making 3 strategic introductions before 11 AM instead of sending 10,000 AI-generated messages. Quality relationships beat volume every time.
The AI Thinking Partner Breakthrough
Don't use AI to "write me a LinkedIn post" - that's amateur hour. Train AI to learn your blind spots, weaknesses, and hesitation patterns. Treat it like a $45K coach who knows you intimately. Eric's prediction: AI will make him 100x more effective when used as a thinking partner, not a content generator.
The Digital Hub Strategy Steve Jobs Used
Jobs saved Apple from bankruptcy using integrated strategies, not single tactics. It's not just email OR video OR LinkedIn - it's the integration of LinkedIn + lead magnet + compelling offer + next sale sequence. McDonald's isn't just fast food, it's real estate + franchising + joint ventures.
The Morning Routine That Rewires Reality
Eric reads his declarations (not affirmations) every morning from papers on his wall. These aren't "I am successful" fluff - they're consciously created statements like "I drink water" (replaced "I drink soda") and "I'm an investor" (replaced "I'm not an investor"). Small word changes, massive life shifts.
👉 Ready to rewire your sales mindset? Watch the full video here:
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