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 [...]
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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. [...]
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, [...]
Have you ever walked into a large party, and moved toward the first familiar face you saw? Or maybe you’ve been to a big conference that sponsored a social event. If you work with The Southwestern Company, you get good at meeting people and making good first impressions in their homes. But what about approaching [...]
When I wrote, “I decided today to go with the Southwestern Company to wherever the heck it is we’re going to sell books this summer” in my journal on March 27, 1996, I had no idea I’d be with the same company a decade and a half later. At the time, I just wanted to [...]
How do you regain perspective when you are in a sales slump? When I was selling as a student with Southwestern, I had attitude adjustments made from within and from without. Last week, I was taken by a touching story from the Olympics . It reminded me how we can get perspective when we’ve lost it. Alexandre [...]
Flip a coin. Flip it again. And flip it 15 times after that. What are the chances that it landed on heads all 17 times? Slim to none, I’d guess. Just as with the coin, sales is a numbers game. It is 100% guaranteed that you will experience both the winning, and the losing, sides [...]
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