The grass is green. Birds are chirping. The weather is warming up (no, I’m not talking about climate change) and I can leave the windows open at night. It’s time again for Southwestern Company’s annual Sales School! This year we’re slated to have nearly 2,800 students in for sales training from all over the world. [...]
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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, [...]
Whether you’re demonstrating a product, or conducting your 2000th information session with The Southwestern Company, there comes a point in most salespeople/recruiter’s lives where your closing percentage drops off. “That’s a nice set of books, but…” “The Southwestern program sounds OK, but…” “You’re a real good salesperson, but…” Ouch. We’ve all heard a variation [...]
What can we learn from Super Bowl XLIV that could apply to Southwestern student managers? For me, one principle stood out: the value of attitude and confidence! The game was a classic case of the technically-flawless Peyton Manning and his confident Colts losing to the underdog Drew Brees and the formerly-hapless Saints. I fully expected Peyton Manning [...]
It is incredibly common to hear people at self improvement seminars trying to discover their “strengths” and “weaknesses”. Everyone–including Southwestern Company trainers–has their own philosophy on how to deal with these. Some life coaches will tell you, “The key is turning your weaknesses into strengths!” Others insist, “The only way to reach your potential is [...]
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 [...]
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 [...]
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