Headline: Another Southwestern summer is underway! We just launched another 700 eager students this week–on their way to success and fortune! Now, for those Southwestern dealers who are just getting started: prepare to struggle. Someone once said, “A job worth doing is worth doing badly, at first.” So it is with learning to sell. You may remember [...]
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Did Shakespeare sell with Southwestern? Uh, no. But, in Hamlet, Act II, Scene 2, his main character declares: “For there is nothing either good or bad, but thinking makes it so.” So it is with selling. Your encounters, your closing victories, your frustrations, your close misses—all are subject to your own internal voice. The voice [...]
As we are in the midst of spring recruiting with Southwestern, I was pondering a newsletter called Selling Essentials, from the Rapid Learning Center. The author said there were six emotional reasons why people made purchase decisions. It made me think of Southwestern and our offering. Here are the six reasons people buy stuff: Desire [...]
Southwestern Company: Make a Plan to win the Battle of Life! Every one of us in our life has areas in which we want to improve. We may want to get better at patience, perseverance, emotional consistency, discipline, avoiding procrastination, staying organized, self esteem, or a whole host of other things. The most common mistake [...]
Once when I was a kid, my mom was videotaping my brother and I (about 3 and 4 years old at the time) as we put ornaments on the Christmas tree. There’s a shot of my brother on a ladder, reaching as high as he could to place an ornament toward the top of the tree. He loses his [...]
Let’s pick up on last week’s blog regarding selling with an awareness of your prospect’s preferred submodalities. (If you didn’t read it, go now to “Speak Their Language”.) Establishing good rapport, whether you’re selling books, phone plans or clothing, is critical. Likewise recruiting a team with the Southwestern Company certainly requires an ability to connect. [...]
Let’s say you are running an info session for The Southwestern Company in an attempt to find another team member. Or, you may be demoing your product. Almost subconsciously, your track with your prospect: “I see what you’re saying.” “I hear you.” “Does that feel right to you?” People use simple phrases like these all the time. When you [...]
I just read Geoffrey James’ Sales Machine blog for Nov. 9 entitled, “How to Bullet Proof Yourself from Rejection.” I think of the many times I encountered the feeling of rejection my first summer selling books with the Southwestern Company. There were some pretty painful moments. Here’s what James suggests to “bullet proof” yourself: Step #1: [...]
If you’re just starting to build a team at the Southwestern Company, or you’re making sales calls somewhere else, I have some advice: Go Warm. I talk to many new student managers, and they’re eager to prospect–to get names through questionnaires and class surveys. In other words, their first instinct is to get lists of “cold” prospects [...]
OK, last week I wrote a blog about emotional black holes, so I thought, why not write about something brighter and more positive? (Sorry if I’m milking the space analogy a bit much.) Most of the students at the Southwestern Company are not self-absorbed, bags of negativity; rather, they’re great examples of positive, outgoing salespeople. [...]
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