I ran across an interesting sales blog in bNet from Geoffrey James. He calls it, “Why Sales Scripts are a Waste of Time”. It definitely runs counter to what we teach and use at Southwestern! I’ve reprinted it almost in its entirety (I added the nifty photos). Any thoughts or comments are welcome–especially if you [...]
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In this three-part series, we’re looking at the 3 Controllables of a Southwestern Advantage summer. In the first part, we looked at Hours, the first controllable. Today, let’s consider the second controllable: Demos. I remember before my first summer with Southwestern Advantage, being trained by my student manager. Every week he would drill into me [...]
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 [...]
People won’t buy your Southwestern products unless they’re clear that whatever you’re presenting feels intuitively right to them. In other words, your selling proposition must fit their vision of what they want to create in the long term, and combine with their most deeply held values. So, as Sydney Walker tells us in his book, [...]
Southwestern Company: Great Advice from John Maxwell Hey Southwestern students, sales managers, alumni and executives! Here is a short, pithy article from John Maxwell’s leadership blog. This is great advice for people who have to present to audiences or make group presentations. It is also great sales advice when you’re in a one-on-one Southwestern demonstration. [...]
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 [...]
(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 [...]
Recently I was meeting with one of our students who had sold books with The Southwestern Company for the summer. We chatted about his experiences and I congratulated him on what had been a challenging and rewarding time in our summer program. Then he asked for some advice on how to become a Great Presenter. [...]
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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