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 [...]
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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: [...]
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. [...]
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. [...]
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, [...]
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 [...]
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