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. [...]
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, [...]
If you sell books with the Southwestern Company, you invariably hear at some point in your summer, “You’re a great salesperson, BUT…” AAaargh! It’s then that you realize you are selling logically, not emotionally. No sale. Mrs. Jones can hear a nice polished demo, she can see your product is good, but, does she need it? No. [...]
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, [...]
I’ve heard from many of you that Matt Atchison’s material is helpful. He is doing an outstanding job as one of the Southwestern Company’s top District Sales Managers. I hope you enjoy his treatise on rejection…. Let me tell you about the worst rejection of my first summer. I ran up to this house and [...]
Here is some more great info from Matt Atchison on bookfield objections. Matt is one of the top District Sales Managers with the Southwestern Company: “We already saw these last year.” This objection can cause you to lose faith that you can do well this summer. BE CAREFUL OF THIS!!! Don’t worry. Every year we [...]
Over the years as a trainer at the Southwestern Company, I have adopted many tenets and training tips from success guru, Anthony Robbins. One such principle he teaches is this: “When we succeed, we party; when we fail, we ponder.” This underscores the value of failing. Falling short of our expectations causes us to evaluate [...]
(OK. I’m taking a bit of blogging license here, so relax, dear readers.) One thing I preach from stage at The Southwestern Company’s Sales School is flexibility. Whoever has the most flexibility has the most influence—this is one of the tenets of NLP. So, the best salespeople have the greatest ability to adapt to their prospects. Now here’s [...]
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