(OK. I’m taking a bit of blogging license here, so relax, dear readers.) One thing I preach from stage at The Southwestern Company’s Sales School is flexibility. Whoever has the most flexibility has the most influence—this is one of the tenets of NLP. So, the best salespeople have the greatest ability to adapt to their prospects. Now here’s [...]
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If you sell books with the Southwestern Company, you invariably hear at some point in your summer, “You’re a great salesperson, BUT…” AAaargh! It’s then that you realize you are selling logically, not emotionally. No sale. Mrs. Jones can hear a nice polished demo, she can see your product is good, but, does she need it? No. [...]
As Southwestern Company’s sales trainer, I’m always interested in seeing how other companies’ salespeople perform when they’re making a sales call. You might say I’m a keen observer of their techniques, or lack thereof. This week, my wife and I were considering consolidating our phone services, and getting new phones for our daughters. We headed into [...]
Whether you are a speaker selling ideas to an audience or a Southwestern Company salesperson selling products to a client, you are above all servicing a customer. And as part of providing exceptional service (and effective persuasiveness) you must first prepare your audience emotionally before launching into your presentation. The best way to do this [...]
Hey. Lee again. The Sales Trainer for The Southwestern Company…remember? I’ve been discussing how to generate confidence in a sales setting. As you recall, getting in a good, confident mental state is paramount, and you do that by 1) what you choose to focus on, and 2) what you do with your physiology. Let’s talk [...]
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