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, [...]
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It’s hard to imagine a worse sales experience than I had at Sprint some months ago. (See blog post 11-19-09). But…this time it occurred at a different Sprint retail store. My experience with bad salespeople is always brought into stark contrast with the great salespeople at The Southwestern Company whom I get to work with. Anyway, I [...]
If you’re out there selling books with the Southwestern Company this summer, here are some great ideas from Haley Price (author of your inspirational flip book) on how to improve. If you’re not on the bookfield, these are still applicable to a sales career. 1. Expect it to be a killer week. Don’t hope for [...]
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 [...]
Music is powerful. It can recall a distant memory. It can change your mental state in just a few seconds. Music can pump you up or calm you down. I recall setting best times during a swim meet with Beethoven’s Ninth banging around in my head! If you’re selling with the Southwestern Company, music can be [...]
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, [...]
A week ago I attended a Southwestern Company Sunday Meeting. I had a great time with 100 sharp, mostly-motivated college students who’d just finished their third week on the bookfield. One personal conference with a veteran student manager reminded me of my bookselling days. She explained that she really wanted to do well, that she [...]
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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