Southwestern Sales Talk
Whether you’re demonstrating a product, or conducting your 2000th information session with The Southwestern Company, there comes a point in most salespeople/recruiter’s lives where your closing percentage drops off.
“That’s a nice set of books, but…”
“The Southwestern program sounds OK, but…”
“You’re a real good salesperson, but…”
Ouch. We’ve all heard a variation of these. Where are we missing the boat? Chances are we are simply selling people logically, but not emotionally (see future blog). What can be done?
When I was a sales manager with Southwestern, I noticed my closing percentage declined—somewhere after spring break. My Director, Roy Loftin, would fly in, watch my presentations, and then coach me, like this:
“Boring. No enthusiasm.”
What!? I thought I was doing a vibrant presentation; I thought I was holding them spellbound—evidently not. So, I made adjustments. Here a three ways to add zest to your presentations:
1. Get re-excited about what you do. Don’t “curb your enthusiasm”—in fact, make a list of what got you fired up about your work in the first place. My co-recruiter and I used to hold a psych-up session, complete with choreography, prior to our interviews: “Who’s got the jobs?! We do!” etc. (Not exactly Final Four excitement, but we got enthused.)
2. Add visuals. I know many of you at Southwestern hold information sessions orally—without any Powerpoint or visuals. Guess what? 1) Most people are visual and 2) you are not a great orator. You simply can’t hold their attention for over an hour. So think about adding more senses to your preso or demo. Some groups use video clips during presentations to enhance the experience. Think: how can I employ more senses? Touch? Smell? Taste?
3. Get your prospects involved mentally. Have the prospect do something rather than just listening to your talk. Let them touch your sample books (I always used to pass them around). Have them figure out the profit on paper. Ask lots of questions—this will also save your energy.
When I got excited again, and made some creative adjustments, my closing percentage magically returned! What are your ideas to stay fresh and enthusiastic? You are a creative bunch. What are you doing to remain zestful in your sales and recruiting efforts? Leave a comment and share your thoughts.
Loading ...
Hey Lee! Awesome post; enthusiasm is so important! I haven’t run an info yet, but when I give the demos I have a contest with myself. I see if I can get kids to guess a higher number of how many families will buy than the last time I showed the books. It’s fun when you hear kids say that they think 28 or 29 out of 30 will buy!
Reply
Lee McCroskey Reply:
April 10th, 2010 at 10:03 am
Great idea, Charlotte! It keeps your head in the game and makes recruiting more fun. Thanks for the idea.
Reply
Lee,
Interesting suggestions, but how do you propose adding in visuals, questions, etc.,without adding too much time? One of my biggest struggles is covering everything in that one hour I promise students over the phone. I almost feel like I need to cut BACK on how many questions I ask in my infos.
Jaselyn
Reply
Lee McCroskey Reply:
April 10th, 2010 at 10:01 am
Think of an anethesiologist. People ask how much anethesia should be given to a patient? Answer: just enough. Everyone you encounter will be different, and there is no cookie-cutter template that will work for all groups. You don’t have to ask each attendee every question. People will be getting the idea of where you’re headed and will answer your questions mentally. This is especially important during the close. Think of the summer: Mrs Jones varied quite a bit–some needed more evidence/info, others you could sell just on the table of contents? Experiment. Have someone experienced watch you to see what could be trimmed and what could be added.
Reply
i would love to know how recruiters are stimulating senses of smell and taste in presentations… without providing snacks.
one thing i love about watching other people’s demos is you realize that there are a million different points you can make about each advantage, and people attending the infos don’t have to hear every single point to get the picture. if i feel dull i like to watch other people’s infos and see what they do different than i do.
Reply
Thank you, Lee, I needed that
Reply
I needed that to, Lee… ties into some ideas in my head right now I am in the middle of the new John Maxwell book Everyone Comunicates few connect… along with a ton various Napelon Hill books… People recall how you make them feel and you have to know how to keep your PMA up in order to transfer this feeling.. It’s going to be a great book summer…
Reply
Lee, I just wanna know where you find these amazing pictures…
Reply
Lee McCroskey Reply:
April 14th, 2010 at 9:26 am
Nici: I take them myself…
and now, the truth: google image search
thanks for reading!
Reply
GET EXCITED!
Reply