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. [...]
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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 [...]
Here is an excerpt from Dan Miller’s blog, entitled “Everyone Sells”. Dan is an author and radio host. His website is www.48days.com. While Dan never sold with the Southwestern Company, his observations on the value of sales skills are accurate.Last month, I bought the book 48 Days to the Work You Love, based on the [...]
We just wrapped up the checkout season at The Southwestern Company. After a summer of hard work, hundreds of excited, tired, relieved college students have flooded our corporate headquarters. During one of our debriefing meetings, I was talking about victories, defeats, and why a second summer of selling would be better than the first. One young lady [...]
I ran across an article which intrigued me. It is excerpted from a book called Is There Life before Death? by NLP master practitioner and author, Steve Andreas. Think about your sales and how you see yourself as a salesperson; think about how the language you choose to describe yourself and what you do is important. [...]
Over the course of the next month, most of the student managers at the Southwestern Company will wrap up their team building efforts. This is the time of the year when recruiting fatigue sets in, and some students give up on theirgoals. “I’ve done well enough.” “What’s important is quality, not quantity.” Other rationalizing thoughts [...]
value (val-yoo) noun 1. a fair or proper equivalent in money, commodities, etc, for something sold or exchanged, for a fair price in return 2. worth, or degree of worth 3. that which is desirable or worthy of esteem for its own sake; thing or quality having intrinsic worth Value, by definition, requires [...]
Here’s a quick bonus mini-blog, compliments of the Southwestern Company. Several of you responded to my earlier posts about how to handle networking events, not only from a first-impression standpoint, but also considering what to say and how much to tell someone when you meet them. I gave you the Cliff/Spark Notes version of this [...]
Whether you’re demonstrating a product, or conducting your 2000th information session with The Southwestern Company, there comes a point in most salespeople/recruiter’s lives where your closing percentage drops off. “That’s a nice set of books, but…” “The Southwestern program sounds OK, but…” “You’re a real good salesperson, but…” Ouch. We’ve all heard a variation [...]
Whether you are prospecting for new business or looking for work, a networking event is a great way to establish new contacts. As you recall in our last exciting episode, I had waded into a networking function, sponsored by the Nashville Chamber. As a representative of The Southwestern Company, I was ready: I had business cards, [...]
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