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
Currently Browsing persistence
“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 [...]
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. [...]
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 [...]
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, [...]
Flip a coin. Flip it again. And flip it 15 times after that. What are the chances that it landed on heads all 17 times? Slim to none, I’d guess. Just as with the coin, sales is a numbers game. It is 100% guaranteed that you will experience both the winning, and the losing, sides [...]
Since I am ostensibly in charge of Southwestern‘s Sales School, I’m always eager to share (read “impose”) training wisdom on my kids. Katie, our youngest (12), is a good athlete. She plays a number of sports, but loves travel softball. It’s no soft, coach-pitch league–the competition is pretty serious–year round tourneys, a World Series and 50+ [...]
Every summer I go to Sunday meetings to meet with students from The Southwestern Company. Invariably, at the beginning of their summer sales adventure, I hear discouraged rookies saying: “I’m just not cut out for this.” “I suck at selling.” “I hate this.” Or even, “My uncle needs me to run his ostrich farm…” During [...]
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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