Many of you Southwestern managers may have already seen this if you’re paying attention to youtube…Kenny Brooks, a self-styled comedian who uses a barrage of funny one-liners to sell his cleaning product, has gone viral. Kenny’s sales technique is caught on camera by a prospect. From the looks of this, he didn’t attend a conventional [...]
Southwestern Sales Talk
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“No excuses.” It’s the mantra of almost every top Southwestern salesperson out there. We’ve all been told that to reach our goals, we can’t make any excuses—we have to be unconditionally committed. But I AM unconditionally committed, you say. I don’t make excuses, but I still haven’t reached my goals. What gives? The answer [...]
Hey Southwestern friends! Have you ever been selling or recruiting and gotten stuck mentally? In other words, you thought: “This can’t be done.” Or “Hitting that sales level is impossible.” Or “I could never approach that person for my team.” Of course you have. We all tend to limit ourselves at times–we get stuck in a [...]
Raise your hand if you’ve ever been guilty of talking to yourself. Out loud. If you’re selling with Southwestern and your hand isn’t up, you are costing yourself some serious cash. Why? Allow me to explain. Before my first summer with Southwestern, my manager Jake trained me on the principle of self-talk. Self-talk is prevalent [...]
Here is an installment of Seth Godin’s blog that I found pertinent for Southwestern executives and student managers alike. Think about these seven questions he poses: “Do you let the facts get in the way of a good story? What do you do with people who disagree with you… do you call them names [...]
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 [...]
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 [...]
Once when I was a kid, my mom was videotaping my brother and I (about 3 and 4 years old at the time) as we put ornaments on the Christmas tree. There’s a shot of my brother on a ladder, reaching as high as he could to place an ornament toward the top of the tree. He loses his [...]
My family dined out the other night at Chili’s and we had a killer waitress. She made a great first impression. She sold herself. She sold the food selections. She was attentive. She also got a big tip when we were done. I wish this waitress could sell books with the Southwestern Company–she would do well! As we were [...]
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