What can I do to improve my interview skills? After months of networking, I am finally getting interviews and I can’t afford to mess up these chances to get a job. I’ve been told that though I am likable, I ramble and give too much detail without getting to the point. What tips do you have to straighten out my presentation?.

The answer reminded me how grateful I am for the Southwestern experience. If I were answering this question, it would have a very simple answer:  spend a summer selling books with Southwestern!  As someone who prepares people daily for interviews, I know of no better practice for interviewing than a summer on the bookfield.

The interview essentially is a sales cycle that Southwestern salespeople truly know and understand.  Since I only work with candidates that have sold books, it makes preparing a candidate for an interview so much easier!!  Check out the following excepts from the article to see how closely their suggestions parallel the cycle of selling.

Imagine the interview is 30 minutes long. Within those 30 minutes, you will have specific time frames, each with a purpose. The first few moments are considered an icebreaker. These minutes may happen as you walk to or sit in someone’s office. Perhaps they will ask you about traffic or weather. Now is not the time to be negative, respond in short positive statements.

Ahem…Rapport!

At this point, a transition to the more formal interview will take place. The opening question is often something such as, “Tell me about yourself.’’ This is not the time to offer your life history, so prepare a written answer that shows professional progression, the strength of your work experience, and highlights aspects of your personality like dedication, commitment to learning, leadership, and willingness to work hard. You might also prepare a brief personal statement describing your education and places you have lived (particularly if you are willing to relocate)….

Sounds like an Introduction to me! And, by the way, think as a Southwestern alumnus might be able to prove your willingness to relocate?!

If interviewers want additional information, they will ask follow-up questions. Try to remember that interviews are conversations with give and take on both sides.

The next part of the interview is where you can showcase how well suited you are for the position. Study the job description and prepare statements that speak directly to the job’s responsibilities and challenges. Your research should extend into the company’s culture and environment. Examples that you give should align with what you know about the work style of the organization.

Can you say Demonstration?

The next section of the interview is focused on questions you may have. You must have at least 10 questions ready to ask. These questions demonstrate your interest in the opportunity and that you have prepared for the interview. You will not use all 10 questions and you don’t need to save them for this section. If a pertinent topic comes up during the interview, ask the question then, don’t wait until the end of the interview.

Asking Questions to Fit the Need?

Your last question should be something like: “Thank you. I really appreciated the opportunity to meet with you. Can you tell me what the next step in the process will be?’’ This gives you information about the appropriate time to follow up, and the person you need to contact

Summary, and CLOSE!!

If you are a Southwestern alumnus who has put your interview skills to the test, I’d love to hear your success story.  Let us know how your practice on the bookfield and the skills you gained helped you ace your interviews.

Be sure to check out the full article at http://www.boston.com/jobs/news/articles/2010/03/21/the_key_to_good_interviews_practice/

I had spent my two previous summers working with a grant funded program called Friend to Friend, bringing educational programs to children in small towns during the summer. Nebraska is full of towns of 300 or less people, and there really isn’t much for kids to do during the summer there. So I spent my time starting up reading programs and bringing in speakers to teach everything from exercise to making rope. I didn’t make much money during those summers, but I did make a difference, and to me, that truly mattered.

My original plan for the summer was to take summer classes. Summer classes were not going to give me an opportunity to make a difference in others’ lives. I made the decision to sell that summer to differentiate myself and to make a difference in the lives of the people I would meet. Staying service-minded saved my attitude many a day on the bookfield when sales were slow. I discovered I was making an impact even when people weren’t buying. Sometimes it was just bringing a smile to someone who needed one, reminding young parents to read to their children, or just sitting down with a family to talk about the importance of education.

The confidence I gained that summer on the bookfield came not only from the challenges I overcame, but from knowing that I could make a difference. Now, as the alumni person at Southwestern, I have the rare opportunity to see how our alumni apply the principles they learned on the bookfield to the rest of their lives. Old habits come back way to easily; it is a challenge to not be just a 90 day wonder.

JT Olson is a great example of Southwestern alumni making a difference. Recently, JT founded the Both Hands Foundation. Both Hands is a non profit organization with a two-fold mission. They serve widows in a very practical way in their communities while raising money to help willing families adopt. Both Hands recently completed their 1st Annual Big Build fundraiser.

The Both Hands Big Build team worked on Debbie Jackson’s home while raising money for orphans. Debbie lost her husband to a heart attack on Memorial Day, 2004. She has done a terrific job of raising three kids on her own, however, there are a few things around her home that needed addressing. Check out the video below of the service done during the Both Hands Big Build. To learn more about JT and Both Hands check out his alumni spotlight at www.wesoldbooks.com/spotlight-JTOlson.

Though she has been officially off of the Southwestern bookfield for nearly 5 years, Haley Price is still selling books.   Only now, she’s written and illustrated the books that she’s selling. 

While not writing, Haley works in global advertising sales for Microsoft in New York, NY.  Through her experience with Southwestern and beyond, she has learned the importance of having a positive attitude, working hard for what you want, and believing in your dreams. 

Haley continues to reference her days slinging books from house to house; and cannot wait until a book kid comes knocking on her door, “I’m going to give that kid the best pony story ever!”

Find out more about Haley’s book at http://www.todayisthebestdayofmylife.com/ or check out her blog at http://blog.todayisthebestdayofmylife.com/.

Larry was a phenomenal bookman.  One week on the bookfield, he made 180 demonstrations and sold 126 customers.  A great recruiter, and with the mentorship of Dr. Jim Samuel and others, he grew a great sales organization.  He eventually became Director of Sales and head of the Home Learning Division.  His gift with the spoken word was extraordinary, and thousands of students enjoyed and were inspired by the stories he shared in Sales School.  He shaped countless lives.

Our hearts go out to his family.

There is a Nashville memorial service set for Friday, Dec. 18 at Belmont Church, with receiving of friends from 10-12:30 and a service at 1:00.  Larry’s family “would love to see a big turnout from all the SW people who knew and loved him”.  The Belmont Church is located at 68 Music Square East Nashville TN.  (615-256-2123)

We also invite you to share your memories of Larry below.

This fall, I had the pleasure of working “check out” for a couple of weeks.  Every year I really enjoy getting the chance to see the students as they finalize their Southwestern summer.  Every bookperson can recall how crazy big checkout weeks are and what a team effort is required to get all of the students back to campus on time.  Through all the craziness, book counts, and number crunching (which I must admit the nerd in me enjoys) is the unique opportunity of watching a hard working young person reap the rewards of their efforts.

Yes I am proud to work at a place where you are rewarded for your results and not just your intentions.  Can you imagine if we gave out awards in sales school for those who intended to work hard and have a great summer?  What sort of message would that send?  An environment where there is no politics or red tape involved in your success brings a certain amount of peace to each day.  If you work hard you will get results; if you get results you will be rewarded.  What a simple lesson in controllables for young people to understand.  Of course in most professional work places there is a little politics going on, however, I learned on the bookfield that good things come to those who work.

Setting goals and thinking big are part of the process, but it is the hard work and results that count.  As more and more schools turn to “no fail” policies, simple life lessons are being lost.  In my eight summers on the bookfield as a Southwestern salesman my results were not always extraordinary, but the lessons learned always were.

I am proud to be part of the 150 year Southwestern tradition that still believes that results should be rewarded and the lessons learned will always be the biggest reward.

Jerry Heffel, President Emeritus of Southwestern, has always been a man I aspired to model my life after.  I have great respect for how he lives his life by sound principles.  I’ve had the privilege of talking with many alumni that worked with Jerry throughout his time with Southwestern.  It is wonderful to see him through their eyes and understand what a great impact he has had on each of them.  You can always count on Jerry to do what he says he is going to do.  Because of that I was not surprised when I read the following in the African Leadership newsletter:

 

Jerry Heffel, Chairman of African Leadership’s Board of Trustees and partner in Oasis Wellness, got more than he bargained for on his second trip to Africa.

While he was visiting a K-6 school in a cramped one room building, a little girl gave him a hand scrawled note.  It thanked him for coming and asked if someone would give them desks and two books.  “No problem,” Jerry thought.  When he spoke, he promised that African Leadership would provide these things.

Afterward, he was puzzled as to why the girl would ask for only two books.  He showed the note to Larry Warren, who burst out laughing.  The girl had written “blocks,” not “books.”  In Africa, “block” means building.  Jerry had just promised the people two school buildings!

Jerry called a couple of long time friends who have hearts for Africa.  God used their generosity to build the two school buildings Jerry had “accidentally” promised.  Recently returning to Africa for his third trip, Jerry and his two friends, Rick Desoto and Keith Holland, had the priviledge of participating in the dedication ceremony.  “Every time you go to Africa, it just gets better,” says Jerry.

One of the challenges that I encountered when recruiting college students for the Southwestern Company summer program, was conveying to a non-business major how sales experience would benefit them.  Most of us quickly learn once we leave academia that everything is some form of sales.  That statement has been validated every time I talk to a Southwestern alumnus that is not in sales. 

This year at the Southwestern Great Recruiters Seminar (GRS), Whitney Ferré spoke about how valuable her Southwestern experience has been in her everyday life. 

“In my current roles as author, artist, restaurateur, and mother, not a day goes by that I do not draw on the skills I learned both selling books and recruiting a team.  I am constantly having to convince someone about something.  It is ALL sales and it is ALL about how well I can communicate with people.”

Whitney sold books with Southwestern for four summers (1992-95).  She was a top salesman, top recruiter, and a top manager–a triple threat.  Fourteen years after leaving the bookfield, Whitney came back to share how tapping into your right brain can positively impact your success.

“The right brain voice is completely present, while the left brain is thinking past or future. The left brain gets frustrated with specific details, while the right brain looks at the big picture. I think you have to be in your right brain to be open to ‘coincidences’ or trusting that even though you’re not in your comfort zone, that things will be provided for you.”

After leaving Southwestern, Whitney began helping hundreds of people find their creativity as founder of the Creative Fitness Center. The Center first gained national recognition on HGTV.  Today she continues her outreach leading corporate seminars, teaching art classes, and as a creativity expert on television & radio.  Whitney is also an artist, a wife, a mother, and a co-owner of Rumours Wine Bar that builds communities around food, wine, and art.  Whitney recently published her first book, The Artist Within: A Guide to Becoming Creatively Fit (Turner).  In Whitney’s book she discusses the principle of tapping into your right brain in order to use all of your resources in everyday decision-making.

“I had a blast speaking at GRS because I know what it takes to be successful as a recruiter and I have had 14 years since my Southwestern career to gain valuable hindsight that I was excited to share.  I feel all of my experience has led to this moment when I am busy selling and promoting my book.  The message in my book is so important because it proves that our right brains have a powerful voice that we are not hearing, a powerful perspective that we are not seeing and that it has access to valuable mental skills that we are simply not using if we do not access this voice!  My last summer on the bookfield was my “right brain summer”.  I went from 5000 units to 8900 units and from a 35 person team that sold ZILCH to a #3 team.  How?  I accessed the RIGHT side of my mind that did not get caught up in the details or frustrated at individual results.  I was completely tapped in to my vision of selling a TON of books and having a top team.  Because of the strength of my vision and the right brain voice inside my head, I trained my team more effectively and I hit steak EVERY single day on the field.  It did not matter what temporary circumstances tried to trip me up, I knew it was all going to work out and it did!  That is a ‘right brain performance’.”

It seems that the sales experience can benefit the artist and the artist can also positively impact the sales experience. 

Learn more about tapping in to your right brain at creativelyfit.com. 

Whitney was also featured in Her Nashville.  Click here to read the online exclusive. ]]> http://www.southwesternalumniblog.com/southwestern_company/find-your-artist-within-and-find-success/feed/ 2 http://www.southwesternalumniblog.com/southwestern_company/the-tennessean-slideshow-of-famous-southwestern-alumni/ http://www.southwesternalumniblog.com/southwestern_company/the-tennessean-slideshow-of-famous-southwestern-alumni/#comments Thu, 12 Mar 2009 00:47:27 +0000 Becky Sudman http://www.southwesternalumniblog.com/?p=96 In my years with the Southwestern Company I have heard, as well as told, many tales of some of the famous alumni that have traversed the bookfield.  After becoming Southwestern’s alumni specialist, I quickly learned that this is an often requested list of people.  Unfortunately, my database of alumni did not come with a “Rich and Famous” button; so I created one.  It is a subjective list of course, but is filled with the names of many bookpeople, recognizable and not.  Sales people all know the importance of a golden name.  

In fact, I’d like to thank Mr. Neville, the fourth grade teacher at Bow Elementary in New Hampshire, for being my golden name my third summer on the bookfield.  His testimonial and recommendation of the Volume Library boosted my sales tremendously.  A recognizable name has always been a great way to build trust.

Recently The Tennessean published a slideshow of photos of the Southwestern Company and several of the locally famous alumni who have worked in the summer program.  It includes local Tennessee alumni:  Former Metro Councilman George Armistead III; Tennessee entrepreneur Jim Ayers; US Representative Marsha Blackburn; Retired Southwestern CEO, Ralph Mosley; Tennessee entrepreneur Ted Welch; Tennessee entrepreneur Sam Kirk; and current Southwestern CEO and Chairman, Henry Bedford.

National alumni included:  Former Federal Prosecutor, Ken Starr; Texas Governor, Rick Perry; and Evangelist and Best-Selling Author Max Lucado.

Also included in the slideshow are various photos of Southwestern headquarters on Atrium Way in Nashville and student dealers in training at “Sales School.”

In seeking out our “Rich and Famous” alumni, it has been the bookpeople whose names may not jump out at you that intrigue me the most.  Many of our alumni who have created successful businesses and lives do not live in the public eye.  They have taken the skills they learned at Southwestern and have become the “Millionaires Next Door”. 

Check out some of our Alumni Spotlights  and look for more success stories of Southwestern alumni in the coming weeks.

Who do you know that sold books that should be on our “Rich and Famous” list?  ]]> http://www.southwesternalumniblog.com/southwestern_company/the-tennessean-slideshow-of-famous-southwestern-alumni/feed/ 0 http://www.southwesternalumniblog.com/southwestern_company/dick-henderson-a-life-of-principle-and-tradition/ http://www.southwesternalumniblog.com/southwestern_company/dick-henderson-a-life-of-principle-and-tradition/#comments Wed, 28 Jan 2009 10:01:18 +0000 Becky Sudman http://www.southwesternalumniblog.com/?p=26

Dick & Becky at SW 150th Reunion

Working in the Southwestern alumni department I thoroughly enjoy amassing stories from alumni, whether the stories are from the bookfield or what alumni have been up to since.  I believe this is because I consider Southwestern alumni as my family.  That indescribable bond of a summer on the bookfield ties us together.  That connection was clearly evident at the Southwestern 150th Reunion.  A gathering of 700 bookpeople created an electricity and a bridge between generations that I’m not sure can be duplicated.  One of the members of our SW family that I had the opportunity to get to know through that reunion was Dick Henderson.

Earlier this month, at the age of 91, Dick Henderson passed away.  Dick came from an incredible tradition of outstanding bookmen.  Dick’s father, JB Henderson, was with Southwestern for 55 years, 40 of which he was the sole owner.  Sixteen members of the Henderson family carried a SW samplecase, including Dick’s cousin, Martha Henderson, who was the first woman to sell.  As Dick once told me, “in my family you weren’t a man unless you sold books.”

Glenn "Dick" Henderson

Dick sold for five summers, from 1935-1939.  I enjoyed his stories of hitchhiking to his turf and Sunday meetings, canvassing the country on foot, and how on occasion he would have to ask his last call for a place to sleep for the night.  Despite the differences in some of the processes we currently follow, the principles of character, integrity and trust that Dick attributed to his father and his Southwestern experience remain a common thread.

After his five summers on the bookfield Dick began a successful 40 year career with Bell Telephone.  Several years ago Dick spoke to the Southwestern sales managers, sharing a bit of Southwestern history with them.  He described watching his father go from being a millionaire in the roaring 1920’s, to being buried in debt a mere ten years later during the Great Depression.  However, with the right principles and lots of hard work, Southwestern found a way to survive, rebuild and prosper. As Dick closed his speech, he had these profound words to say about his father, JB Henderson:

“As a child I looked up to my father and wanted to be just like him.  I’m 86 years old, and I have yet to change my mind.” 

I have a feeling that those that had the privilege of knowing Dick might say the same thing about him.

Click here to view Dick Henderson’s obituary.

As you might imagine door-to-door book sales attracts a unique caliber of individual.  The Southwestern Company summer program is not for everyone.  However, for those students who thrive on challenges, are looking to set themselves apart and aspire to grow personally & professionally it can be an experience beyond comparison.  When I left for that first summer on the “bookfield” I had no concept of the bonds that I would form by going through such an intense experience.  I am thankful to include many of the students whom I shared my summers within the circle of my closest friends. 

This unique connection to other “bookpeople” is the primary basis for my position.    I have a daily opportunity to reconnect bookpeople to Southwestern and each other.  One of my favorite parts of my job is getting to share stories from the bookfield and how that experience has impacted alumnus’ lives.

The purpose of this blog is to share a glimpse into many of the wonderful stories and successes of Southwestern Company alumni.  As an added bonus, maybe my parents will finally understand a bit more about what I do and why Southwestern has been such a big part of my life.