For those of you who are doing too well, here are some ways you can reduce your sales productivity and be unhappy, whether you’re selling with the Southwestern Company or in any sales career: 1) wish you were somewhere else, doing something else In other words, avoid being present! Let your mind drift off to home, [...]
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I ran across an article which intrigued me. It is excerpted from a book called Is There Life before Death? by NLP master practitioner and author, Steve Andreas. Think about your sales and how you see yourself as a salesperson; think about how the language you choose to describe yourself and what you do is important. [...]
What’s the difference between success and failure in sales? Ideal territory? Extra calls? More hours worked? Twice the interpersonal skills? More lucky breaks? Or is it some people have what it takes and some people don’t? All these are important, whether you’re selling clothing, cars, or working in the Southwestern Company summer program. Vince Lombardi, [...]
Do yourself a favor, and watch this video: I think it might be physically impossible to have a bad day after a morning like that. While not always a common practice, many successful people engage in similar affirmation rituals every single day. What exactly are affirmations, you ask? Well, we all affirm ourselves constantly. For better, [...]
Noticing. That’s all it takes. Focus. What do you focus on? This blog seemed to tie in to Valentine’s Day coming up, so… How can you fall out of love with your job? At Southwestern, you can notice how few people say yes, on the heat, on random negative thoughts, on how you dislike the feeling of failure, [...]
At our Southwestern Company meetings we often do a raffle or give out door prizes. We’ve all heard this phrase as it relates to a drawing. You have to be there to collect the winnings. When you’re selling, the same little truth applies. You have to be present to win. I’ve seen salespeople who are [...]
Back when I was in college while I was recruiting a sales team for The Southwestern Company, I read The One Minute Manager (by Blanchard/Johnson). I read a quotation in this short book really stuck with me. I even posted it on my desk. It said: Take a minute: Look at your goals. Look at your performance. See if [...]
People like to do business with people who are confident. Rarely do customers buy because they feel sorry for you. (I remember a magazine salesman who came by our home several years ago. He had a massive sob story about being away from home, his pregnant girlfriend he’d left behind to make money to support [...]
Hi. Lee here. Just thought I’d throw out an idea to you about “Sales Success!” (Frankly, having delivered sales training in some form for 30 years, I’m a bit jaded about the whole notion of “Sales Success!”) I’ve read many of the books on this topic, gone to seminars, attended motivational meetings. As I digested [...]
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