One element of Southwestern sales success–likeability. If you attended Southwestern‘s Sales Schools recently, you may recall Nicholas Boothman sharing the idea that before a prospect buys anything, they have to buy you! If they like you, prospects will look for opportunities to say “yes.” To that end, Tom Hoobyar, NLP Master Practitioner and blogger, shares [...]
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People won’t buy your Southwestern products unless they’re clear that whatever you’re presenting feels intuitively right to them. In other words, your selling proposition must fit their vision of what they want to create in the long term, and combine with their most deeply held values. So, as Sydney Walker tells us in his book, [...]
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. [...]
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 [...]
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 [...]
Southwestern Company: Great Advice from John Maxwell Hey Southwestern students, sales managers, alumni and executives! Here is a short, pithy article from John Maxwell’s leadership blog. This is great advice for people who have to present to audiences or make group presentations. It is also great sales advice when you’re in a one-on-one Southwestern demonstration. [...]
Hey Southwestern recruiters! Here’s an article I ran across in The BNet Report. What do you think? Have you found this to be true? Do smart people on a team interfere with team production and dynamics? Here is Kimberly Weisul’s article in its near-entirety: “…we’ve all seen groups of supposedly smart people who just can’t [...]
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 Sales Talk: Building Confidence In earlier blogs, we’ve established the fact that fear is what keeps many a potential Southwestern team member from joining you on the bookfield. What do you do to build a team member’s confidence? I’d suggest there are a few ways to build rookie confidence and solidify your team. Remind [...]
Continuing in my “worst ever” series…. As the gatekeeper for Southwestern Company, I get lots of random sales pitches and marketing promotions at work. This may be a bit of a stretch for a sales blog, but here is a real email promotion we received recently at The Southwestern Company. I include the sales pitch in [...]
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