I sometimes venture out of the Southwestern Company blog realm and visit other sales blogs. I ran across a good one from S. Anthony Iannarino, entitled “Keeping Commitments: Why Follow Up & Follow Through Make or Break Opportunites.” Here are some excerpts. If you’re recruiting a team (and Christmas break is a great time for [...]
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Great Testimonials the Southwestern Company Way Hey Southwestern Company Recruiters! Ever had one of those info sessions when the energy in the room just fizzled? You full-timers, have you called on Southwestern Company Student Managers at the conclusion of your info session who delivered gripping testimonials, like: “I really learned a ton. About people.” Wow. [...]
Let’s say you are running an info session for The Southwestern Company in an attempt to find another team member. Or, you may be demoing your product. Almost subconsciously, your track with your prospect: “I see what you’re saying.” “I hear you.” “Does that feel right to you?” People use simple phrases like these all the time. When you [...]
I didn’t recognize the number, but I was feeling lucky and picked up. It was a call from a salesman selling hotel vacation club memberships. He greeted me by mispronouncing my last name, then reassured me by telling me, “I’m not calling to sell you anything.” He then proceeded to try to sell me something. Sigh. I [...]
My family dined out the other night at Chili’s and we had a killer waitress. She made a great first impression. She sold herself. She sold the food selections. She was attentive. She also got a big tip when we were done. I wish this waitress could sell books with the Southwestern Company–she would do well! As we were [...]
When I was a young astronomy major at college, I was fascinated with the subject of black holes–massive stars which survived a supernova and imploded on themselves. The remnant had a gravitational field so powerful, not even light could escape it. I’m sure at some point you’ve been around griping, whiny people who have devolved into emotional [...]
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. [...]
(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 [...]
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 [...]
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