When I was a young astronomy major at college, I was fascinated with the subject of black holes–massive stars which survived a supernova and imploded on themselves. The remnant had a gravitational field so powerful, not even light could escape it. I’m sure at some point you’ve been around griping, whiny people who have devolved into emotional [...]
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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. [...]
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 [...]
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, [...]
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, [...]
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