I’ve spent the last few decades working with college students, training them in the field of life. My history is varied: I was a mild-mannered lecturer in the Univ. of Kansas English department by day; by night, I was the Rhythm Keyboardist in a glam rock band, complete with a cape, thigh-boots, and light makeup.
Life has calmed down. I’m a dad, a manager, a husband. I enjoy reading (both books and faces), music, and God-stuff. I swim and train as a Masters swimmer with Excel Aquatics. (Be thankful I’ve elected not to include my Speedo photo portfolio.) There are far more than five ways to destroy a Southwestern sales call. But, in the interest of brevity, and of maintaining my small readership, I’ll narrow this to just five. Remember, selling is a complex activity with many variables. Every prospect is different; every sales encounter has a new twist–especially when you’re dealing with [...]
One element of Southwestern sales success–likeability. If you attended Southwestern‘s Sales Schools recently, you may recall Nicholas Boothman sharing the idea that before a prospect buys anything, they have to buy you! If they like you, prospects will look for opportunities to say “yes.” To that end, Tom Hoobyar, NLP Master Practitioner and blogger, shares [...]
A review of one of the main themes from Southwestern’s Sales School is that persistence is paramount! We stressed that the answer to your problem lies behind the next door. That going to one more house could make the difference between a good day and a bad one. That there is value in enduring hardship. [...]
Did Shakespeare sell with Southwestern? Uh, no. But, in Hamlet, Act II, Scene 2, his main character declares: “For there is nothing either good or bad, but thinking makes it so.” So it is with selling. Your encounters, your closing victories, your frustrations, your close misses—all are subject to your own internal voice. The voice [...]
Headline: Another Southwestern summer is underway! We just launched another 700 eager students this week–on their way to success and fortune! Now, for those Southwestern dealers who are just getting started: prepare to struggle. Someone once said, “A job worth doing is worth doing badly, at first.” So it is with learning to sell. You may remember [...]
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. [...]
So, it’s getting close to the summer, and you have a potential Southwestern team member who’s a bit shaky with their commitment to work with you. Let’s discuss another way to influence people positively. Quit talking about Southwestern! Go to their world! Give them examples of what working with Southwestern is like in terms and contexts [...]
Hey Southwestern recruiters! Here’s an article I ran across in The BNet Report. What do you think? Have you found this to be true? Do smart people on a team interfere with team production and dynamics? Here is Kimberly Weisul’s article in its near-entirety: “…we’ve all seen groups of supposedly smart people who just can’t [...]
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 Company Sales Talk: Building Confidence In earlier blogs, we’ve established the fact that fear is what keeps many a potential Southwestern team member from joining you on the bookfield. What do you do to build a team member’s confidence? I’d suggest there are a few ways to build rookie confidence and solidify your team. Remind [...]
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