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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There are far more than five ways to destroy a Southwestern sales call. But, in the interest of brevity, and of maintaining my small readership, I’ll narrow this to just five. Remember, selling is a complex activity with many variables. Every prospect is different; every sales encounter has a new twist–especially when you’re dealing with [...]
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. [...]
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 [...]
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 [...]
Great Testimonials the Southwestern Company Way Hey Southwestern Company Recruiters! Ever had one of those info sessions when the energy in the room just fizzled? You full-timers, have you called on Southwestern Company Student Managers at the conclusion of your info session who delivered gripping testimonials, like: “I really learned a ton. About people.” Wow. [...]
At the conclusion of the Highlanders Awards Banquet, I told parents, “Thanks for letting us borrow your children.” I said, “Oftentimes I hear SW students exclaim ‘Southwestern taught me this, or Southwestern made me successful!’ I believe that our successful dealers learned proper principles and perspectives from you, the parents—Southwestern just gave them a track to [...]
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