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, [...]
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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 [...]
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 [...]
What are the factors needed to reach Maximum Earning Potential and finish number one? The reason people do not reach their true potential is because they subconsciously build barriers that cause self-doubt. They don’t believe they can hit high goals. The three most important characteristics for breaking belief barriers are commitment, control, and confidence. 1. [...]
Here is a guest blog from David Shoup. David is an instructor for Freedom Personal Development at www.deliverfreedom.com He worked with The Southwestern Company as a Student Dealer from ’91-’96, an Organizational Leader – ’92-’96 and an Office Assistant – ’00-’01. David won the: Gold Award (1), Gold Seal Gold Award (3), Top First Year Dealer [...]
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