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.) Continuing in my “worst ever” series…. As the gatekeeper for Southwestern Company, I get lots of random sales pitches and marketing promotions at work. This may be a bit of a stretch for a sales blog, but here is a real email promotion we received recently at The Southwestern Company. I include the sales pitch in [...]
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. [...]
At the conclusion of the Highlanders Awards Banquet, I told parents, “Thanks for letting us borrow your children.” I said, “Oftentimes I hear SW students exclaim ‘Southwestern taught me this, or Southwestern made me successful!’ I believe that our successful dealers learned proper principles and perspectives from you, the parents—Southwestern just gave them a track to [...]
When I was in college, I recruited a number of teams over the years during my Southwestern Internship. I was usually successful selling the internship program because it had so many benefits: great financial opportunity, travel, experience, resume enhancement, personal growth, challenge, adventure, college credit (and now residual income!) So why was it that the college students I [...]
I read Sean Silverthorne’s blog, The View from Harvard Business, entitled, “The One Personal Goal for the New Year.” I liked it so well I copied and pasted it in its entirety. Couldn’t help myself. Read on. “Goals. We all make them to start the new year. And forget them by Valentine’s Day. “So here’s [...]
I sometimes venture out of the Southwestern Company blog realm and visit other sales blogs. I ran across a good one from S. Anthony Iannarino, entitled “Keeping Commitments: Why Follow Up & Follow Through Make or Break Opportunites.” Here are some excerpts. If you’re recruiting a team (and Christmas break is a great time for [...]
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. [...]
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 [...]
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 [...]
I just read Geoffrey James’ Sales Machine blog for Nov. 9 entitled, “How to Bullet Proof Yourself from Rejection.” I think of the many times I encountered the feeling of rejection my first summer selling books with the Southwestern Company. There were some pretty painful moments. Here’s what James suggests to “bullet proof” yourself: Step #1: [...]
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