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. [...]
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Whether you’re demonstrating a product, or conducting your 2000th information session with The Southwestern Company, there comes a point in most salespeople/recruiter’s lives where your closing percentage drops off. “That’s a nice set of books, but…” “The Southwestern program sounds OK, but…” “You’re a real good salesperson, but…” Ouch. We’ve all heard a variation [...]
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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