In the last Southwestern sales blog, I explored the notion of 4 conversational levels, and how it helps to get a prospect to a feeling level when you are selling. People buy products for a variety of feelings: Peace of mind Love A sense of security Fear of loss Providing a good environment for their children [...]
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Here’s a fun activity for your next Southwestern Advantage campus meeting: grab a friend and tell them that no matter what, they cannot smile. Next, sit across from them and smile. See how long they can last without smiling back. Most people last less than a minute before breaking into a grin. And all you [...]
As we are in the midst of spring recruiting with Southwestern, I was pondering a newsletter called Selling Essentials, from the Rapid Learning Center. The author said there were six emotional reasons why people made purchase decisions. It made me think of Southwestern and our offering. Here are the six reasons people buy stuff: Desire [...]
When I was in college, I recruited a number of teams over the years during my Southwestern Internship. I was usually successful selling the internship program because it had so many benefits: great financial opportunity, travel, experience, resume enhancement, personal growth, challenge, adventure, college credit (and now residual income!) So why was it that the college students I [...]
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. [...]
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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