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.) Here is some more great info from Matt Atchison on bookfield objections. Matt is one of the top District Sales Managers with the Southwestern Company: “We already saw these last year.” This objection can cause you to lose faith that you can do well this summer. BE CAREFUL OF THIS!!! Don’t worry. Every year we [...]
Here is some great stuff from the Southwestern Company’s Matt Atchison. Matt is a District Sales Manager, and is one of the best salespeople and sales trainers in recent history. Here is part one of several on the nature of rejection, and how to handle objections from Mrs. Jones. Rejection is going to play some [...]
Over the years as a trainer at the Southwestern Company, I have adopted many tenets and training tips from success guru, Anthony Robbins. One such principle he teaches is this: “When we succeed, we party; when we fail, we ponder.” This underscores the value of failing. Falling short of our expectations causes us to evaluate [...]
Here is a blog submitted by Patrick Dichter, a veteran Student Manager with the the Southwestern Company’s Eagle-Blitz organization. Patrick has a degree in International Business, and is pursuing an MBA at the University of Denver. He also was a candidate for the Student Excellence Award this year. Tim Tebow was recently drafted in the [...]
Over the course of the next month, most of the student managers at the Southwestern Company will wrap up their team building efforts. This is the time of the year when recruiting fatigue sets in, and some students give up on theirgoals. “I’ve done well enough.” “What’s important is quality, not quantity.” Other rationalizing thoughts [...]
The grass is green. Birds are chirping. The weather is warming up (no, I’m not talking about climate change) and I can leave the windows open at night. It’s time again for Southwestern Company’s annual Sales School! This year we’re slated to have nearly 2,800 students in for sales training from all over the world. [...]
Here’s a quick bonus mini-blog, compliments of the Southwestern Company. Several of you responded to my earlier posts about how to handle networking events, not only from a first-impression standpoint, but also considering what to say and how much to tell someone when you meet them. I gave you the Cliff/Spark Notes version of this [...]
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 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, [...]
Have you ever walked into a large party, and moved toward the first familiar face you saw? Or maybe you’ve been to a big conference that sponsored a social event. If you work with The Southwestern Company, you get good at meeting people and making good first impressions in their homes. But what about approaching [...]
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