This final installment in a three-part series on the Three Controllables of a Southwestern Advantage summer takes a look at the most difficult and yet most important aspect of your summer to control: your attitude. In Part One, we saw that controlling hours doesn’t necessarily mean simply being “out there” for the allotted amount of [...]
Southwestern Sales Talk
Currently Browsing Southwestern Company internship
In a Southwestern Advantage blog I wrote long ago and far away, I talked about the power of questions. In fact, Tony Robbins, famed author and mind trainer, asserts that questions are the answer! So what if you’ve experienced some recent setback? Perhaps some of you Southwestern Advantage student managers have returned from spring break, [...]
I ran across an interesting sales blog in bNet from Geoffrey James. He calls it, “Why Sales Scripts are a Waste of Time”. It definitely runs counter to what we teach and use at Southwestern! I’ve reprinted it almost in its entirety (I added the nifty photos). Any thoughts or comments are welcome–especially if you [...]
In the last Southwestern sales blog, I explored the notion of 4 conversational levels, and how it helps to get a prospect to a feeling level when you are selling. People buy products for a variety of feelings: Peace of mind Love A sense of security Fear of loss Providing a good environment for their children [...]
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, [...]
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 [...]
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. [...]
Recent Comments