Last blog, we were discussing how to break out of the state of being stuck mentally in a Southwestern context. We talked about using the phrase, “What would it be like if I could ________ (insert impossible thing)?” By pretending you have the skill or ability which you currently believe you lack, your brain opens [...]
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In a previous blog, I talked about how to get unstuck by asking the question, “What would it be like if I could do _______ really well?” You could fill in the blank with “sell” or “dance” or “connect with people” or “draw”. We discussed the fact that humans automatically imagine an answer. We can’t [...]
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 [...]
A review of one of the main themes from Southwestern’s Sales School is that persistence is paramount! We stressed that the answer to your problem lies behind the next door. That going to one more house could make the difference between a good day and a bad one. That there is value in enduring hardship. [...]
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, [...]
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. [...]
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 [...]
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