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 [...]
Southwestern Sales Talk
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Why is the Southwestern experience so valuable? One reason is the program gives students so many opportunities to fail. Yes, fail. There is value is stumbling! Failing can be useful long term. I ran across this bNet blog from Suzanne Lucas, entitled “Why Failure is the Secret of Your Success”. Here are the main bits [...]
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: [...]
We just wrapped up the checkout season at The Southwestern Company. After a summer of hard work, hundreds of excited, tired, relieved college students have flooded our corporate headquarters. During one of our debriefing meetings, I was talking about victories, defeats, and why a second summer of selling would be better than the first. One young lady [...]
I just finished reading a good article in Direct Selling News. Darren Hardy, author of The Compound Effect, gave an interview in which he cites why people succeed and why they fail: I’ll tell you the greatest secret to my success and the biggest reason most people fail. It’s not lack of desire, big dreams [...]
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 [...]
Whether you sell books with The Southwestern Company, or you sell cars, or medical equipment or Coke products, or real estate, you’ve experienced failure. All of us in sales have survived setbacks, slumps, and difficult slow periods. Question: were we thankful for these challenges, or did they just make us upset? When I was selling with Southwestern Company [...]
I read this once: The chief cause of failure in life is sacrificing what you want the most, for what you want at the moment. Think about this. Most of our failures stem from poor choices we make. In the sales arena, my third summer with The Southwestern Company brought this reality into my own [...]
As I write, The Southwestern Company has about 1700 college students selling books on the field this summer and there are another 800 yet to train. Some rookies are catching on quickly, some are struggling and fighting themselves or our system, and a few have given up. All Southwestern rookies are wrestling mentally with their experiences, [...]
Last week, movie star Kevin Costner (“Dances with Wolves,” “Field of Dreams,” “The Untouchables,” ”Bull Durham,” and many more – he is a two-time Oscar winner) was in Nashville to play a free concert to introduce the country band he has fronted for some time, “Modern West,” and which almost no one knew about. CNN: When you [...]
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