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 [...]
Southwestern Sales Talk
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Let’s pick up on last week’s blog regarding selling with an awareness of your prospect’s preferred submodalities. (If you didn’t read it, go now to “Speak Their Language”.) Establishing good rapport, whether you’re selling books, phone plans or clothing, is critical. Likewise recruiting a team with the Southwestern Company certainly requires an ability to connect. [...]
(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 [...]
Vince Young had struggled, throwing 12 completions for 110 yards and two key interceptions-one resulting in a Jaguar touchdown. After the second major error, and an injury to his knee, Vince’s body language told the story. He was down, frustrated and mentally shot. The crowd, uncharacteristically & unsympathetically booed him. He threw his helmet on [...]
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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