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 [...]
Southwestern Sales Talk
Currently Browsing Lee McCroskey
Last blog, we were discussing how to break out of the state of being stuck mentally in a Southwestern context. We talked about using the phrase, “What would it be like if I could ________ (insert impossible thing)?” By pretending you have the skill or ability which you currently believe you lack, your brain opens [...]
I ran across an article which intrigued me. It is excerpted from a book called Is There Life before Death? by NLP master practitioner and author, Steve Andreas. Think about your sales and how you see yourself as a salesperson; think about how the language you choose to describe yourself and what you do is important. [...]
Music is powerful. It can recall a distant memory. It can change your mental state in just a few seconds. Music can pump you up or calm you down. I recall setting best times during a swim meet with Beethoven’s Ninth banging around in my head! If you’re selling with the Southwestern Company, music can be [...]
Whether you are prospecting for new business or looking for work, a networking event is a great way to establish new contacts. As you recall in our last exciting episode, I had waded into a networking function, sponsored by the Nashville Chamber. As a representative of The Southwestern Company, I was ready: I had business cards, [...]
Just before I began my first summer with The Southwestern Company, I had the opportunity to meet Anthony Burgess when he came to our campus. Who is Anthony Burgess you ask? He is my favorite British author, most famous for writing A Clockwork Orange, later made into a movie by Stanley Kubrick. (Assignment: go attempt [...]
Noticing. That’s all it takes. Focus. What do you focus on? This blog seemed to tie in to Valentine’s Day coming up, so… How can you fall out of love with your job? At Southwestern, you can notice how few people say yes, on the heat, on random negative thoughts, on how you dislike the feeling of failure, [...]
“My life stinks.” “I’ve got major problems.” “This whole thing sucks.” Whether you sell books with Southwestern, or sell real estate, cars, clothes, insurance, stocks, or sales seminars, you experience frustration from time-to-time. When it happens, we make blanket statements which convey our upset. We declare our negative feelings through our self-talk. Our self-talk, in [...]
“Any act often repeated forms a habit; and habit allowed, steadily gains in strength. At first it may be but as a spider’s web, easily broken through, but if not resisted it soon binds us with chains of steel.” –Tryon Edwards “I’m getting ready to commence to begin to start to recruit.” This isn’t [...]
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 [...]
Recent Comments