Southwestern Sales Talk
If you’re out there selling books with the Southwestern Company this summer, here are some great ideas from Haley Price (author of your inspirational flip book) on how to improve. If you’re not on the bookfield, these are still applicable to a sales career.
1. Expect it to be a killer week. Don’t hope for a great week; EXPECT one. Behave as though there is not a doubt in your mind that you will hit your goals this week – and you may surprise yourself in finding that you do!
2. Ask for referrals. Whether Mrs. Jones buys your books or not – ask her if she knows anyone that might be interested in sitting down with you to have a look.
3. Ask trial closing questions. Don’t be afraid to hear the word, “No”. Throughout your conversation, ask questions like, “So far, does this look like something that would be helpful for your family?” Questions such as these give you the opportunity to asses Mrs. Jones’ level of interest, and also allows for you to cover various objections in advance.
4. Clean out your car every night.
5. Don’t say a single negative thing from sun-up to sun-down on Monday.
6. Commit to giving 10% (or more!) of this week’s profit to your favorite charity or cause.
7. Give to Get. Gain trust with your customers by offering guidance , advice or insight on school, getting into college, etc. This will make you far more credible with your customers, and you will likely sell more books. Worst case scenario: you have helped a family through offering your perspective!
8. Add One Sit-Down Every Day. On Tuesday, sit down with one more family than you did on Monday. On Wednesday, sit down with one more family than you did on Tuesday – and so forth. If you do this through Saturday, you will likely see an increase in customers and units as well.
9. Time Yourself – set a stopwatch and refuse to allow yourself to sit in a house for longer than 20 minutes. You CAN get a yes or a no in 20 minutes.
10. BREAK YOUR BELIEF BARRIERS- convince yourself that you CAN hit your goal this week. Don’t look at it as too lofty or outrageous or unattainable. It’s POSSIBLE. YOU CAN – and WILL – HIT YOUR GOALS THIS WEEK.
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Great advice! I implemented asking for referrals this year and it helped tremendously because every family knows a few others that are really Ed. conscious. It just makes sense that if you were professional, respected Mrs. J’s home, and offered great products that she would want to help you out even if she didn’t buy. The Dept Head I sold a 132 package to was a referral from a lady that didn’t buy.
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This same part came out on the pace setter after week 6 for me. Week 7, I listened and had my best week and so did my sister. I hit 740, and she hit 600. Thanks Haley, glad I didn’t lose to my little sister
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Hahaha – got to love sibling rivalry. And attaway on those big numbers, Grayson/Brandon! Glad the advice was helpful.
Not sure if word has spread, but I have recently joined the SW team, and am building out the Life Coaching material on the new SWEdge site. The section includes success principles, a motivational blog, video content, etc…
Feel free to check out the progress we’ve made on the site – we’d love to hear dealer thoughts and feedback. We’re determined to make the product totally awesome.
Onwards and upwards!
haley
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