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.

Breaking News: Our economy is in a recession, and that this is the worst job market in the last 60 years. Ha! Okay, so everyone with access to any form of media knows the market is tough right now. An indication of the severity of the job market could be that I have helped more Southwestern Alumni with their resumes and provided more interview counsel than ever before. But to the contrary, I have also placed more salespeople, year to date, into careers than ever before.

So, what’s the lesson? The world will always make room for top performing, proven salespeople. It’s not that there are not opportunities available and companies are not hiring—the problem is that there is an abundance of qualified candidates on the market.

So, how can you separate yourself from the pack? For anyone that finds themselves in career limbo, this is the time to put your ‘bookfield’ skills to work! No, that doesn’t mean that you have to strap on the ol’ sample case—although, my friend Ryan Davis DOES have a spot on his team (wink)—this means apply the success principles learned on the ‘bookfield’ to your career search! This is the time to develop a prospect list, re-establish the positive self-talk, feed your mind with positive material, set realistic goals, and go knock on company doors! Just as the top Southwestern salespeople were always those who saw the most people, the people who are finding great new careers are those who are pleasantly persistent and work the numbers. The things that worked on the ‘bookfield’ will work on the ‘jobfield’, as well. Everything besides cold showers, that is.

But, don’t take my word for it, hear what Fortune Magazine has to say in a recent article entitled,“How to Get a Job”.

Southwestern Career Services is the division of Southwestern dedicated to helping alumni in the career search….for anyone in need of career assistance, contact your appropriate Career Counselor directly.

After talking to hundreds of families, he said he realized how important the home is in the development of families and communities.”It’s where families come together to share and grow with one another. All the relational aspects of life happen at the home,” Nubern said.

I also learned of another two-summer bookwoman, Carolina Canavati who is biking with the Texas 4000 for Cancer this summer.  She will bike 4,800 miles from Austin, TX to Anchorage, Alaska, raising money to support the fight against cancer. 

I know there are countless alumni serving others and I hope to tell you more about them as time goes on.  Until I sold books through Southwestern, I’m not sure I truly realized how much your life is enriched when you are serving others. 

Most of the time I look at the calendar and wonder where all the time went.  At the end of each Southwestern summer I felt very much the same way.  However, in the midst of those twelve weeks on the bookfield there was an occasional day I thought would never end.  It was those days I was grateful I had learned to help control my attitude by breaking up my goals.  During my cross country years I quickly learned to focus on getting to that next tree, then the stop sign…etc.  If I focused on the whole race at once it seemed impossible.  At Southwestern I broke the summer down to weeks, the weeks down to days, and the days down to goal periods. 

During those later weeks on the bookfield I sometimes needed a little more to keep me going.  It was then I started to dedicate my weeks to different things.  By far, my favorite week was Service Week.  I spent my mental energy that week focusing on providing the best service I could to everyone I met.  And that didn’t mean making sure they all bought books.  I could have been making an elderly woman smile, or reminding parents how important it is to read to their kids.  We make a difference every day.  I would also give away a Volume Library set that week.  What an amazing feeling!  That week always flew by, and lo and behold, it was usually one of my best sales weeks of the summer.  When I stopped worrying about myself and the things I wanted, and focused on helping others get what they needed, everything fell in to place. 

Being service-miinded is just one of the many lessons of the bookfield.  Good luck Adam and Carolina!   ]]> http://www.southwesternalumniblog.com/southwestern_company/its-hard-to-be-nervous-when-your-minds-on-service/feed/ 0 http://www.southwesternalumniblog.com/southwestern_company/remember-the-pony/ http://www.southwesternalumniblog.com/southwestern_company/remember-the-pony/#comments Mon, 06 Apr 2009 21:30:13 +0000 Becky Sudman http://www.southwesternalumniblog.com/?p=115

In January 2009 CNBC started a “Pony Blog“.   “The Pony blog’s intent is to find the lighter side of the economic crisis and distract you with humor long enough for the seeds of hope to spring forth from the rubble.”  It is quite refreshing to see the media finding the positive in the current ecomonic situation.  Now most people may pause and ask themselves, what do ponies have to do with the ecomony or positive thinking.  However, if you have attended a Southwestern Company Sales School since 1956, you remember the pony.  I attended eight Sales Schools and I ALWAYS looked forward to hearing Mort Utley tell The Pony Story.  In fact, until now I didn’t realize that anyone but Mort told the story.  Well the truth is no one can tell it quite like Mort. Many days during my Southwestern summers I would be going into that last gravy goal period sitting on zero.  (Translation:  zero sales for the day with 2.5 hours left)  At that point, my affirmation would switch to “there’s gotta be a pony somewhere”. I learned so many life lessons selling books.  I would have said I was a postive thinker before my Southwestern experience, but the bookfield taught me how to harness my thoughts.  At first it amazed me that, by continually telling myself outloud good things were going to happen, they did.  We really do believe what we tell ourselves; so why do we tell ourselves such bad things?  By focusing on finding the yes’s and getting the no’s off my list I could make my attitude do a complete 180. I would like to say that I am an expert at applying this lesson off the bookfield, but I’m not…yet.   Guarding our self-talk can be difficult in a world filled with so many outside negative influences.  The ponies are all around us; we just need to remember to look for them. Until now the video of Mort has been only shown in the Southwestern Sales School.  Today I would like to share with you “The Pony Story”.

Remember the Pony

]]> http://www.southwesternalumniblog.com/southwestern_company/remember-the-pony/feed/ 14 http://www.southwesternalumniblog.com/southwestern_company/find-your-artist-within-and-find-success/ http://www.southwesternalumniblog.com/southwestern_company/find-your-artist-within-and-find-success/#comments Sat, 28 Mar 2009 01:54:41 +0000 Becky Sudman http://www.southwesternalumniblog.com/?p=118

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