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 my Dirt Pile talk, and I thought a quick flashback might be instructive to our neophyte sellers:

Remember when you played sports?  Remember the workouts, the two-a-days, the weights, the wind sprints, the “no-breathers” (swimming), those end of practice “suicides”?  After your off-season, getting in shape was tough–remember?  What kept you going?

Somewhere in your brain you decided a couple things…

1) It is worth it.

2) I’ll get better.

You decided that the pain, fear, frustration, and upset-ness would decrease and your feeling of success would eventually increase.  During my first summer with Southwestern, I remember oftentimes leaving without a sale, and forcing some affirmations out of my mouth: “I can, I will, and I’m going to be successful at this!”  I affirmed, out loud, what I wanted to happen.

Now, think back to when you were just learning a new skill–like playing a musical instrument.  Were you great at first?  Ready for a recital?  No!  Your fingering was lousy, your scales sounded like you were using your fists.  Learning to play was slow and awkward.  So here’s a corollary: “A job worth doing, is also worth doing awkwardly, at first.” Essentially, we’ve given you just a few sales lessons and now you’re giving 20-minute recitals in Mrs. Jones’ home!  Ouch.  Awkward!

It’s OK to be frustrated–you can spend hours contemplating the decision to sell on your own personal “dirt pile”, but remember the helpful thoughts you had when you were getting in shape for sports or learning to play a new instrument: It is worth it.  I’ll get better. Your belief in your goal helped you persevere.  Your belief in your ability to improve helped you stick with it. 

So, if you’re new to selling, whether it’s Southwestern or retail or route sales, remember you’ll improve if you believe in yourself and the process.  Stick with it and guard your thoughts!

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