Archive for the ‘Motivational’ Category

How to Live With No Regrets

A reporter recently asked me a question that made me think about regret… “Tell me about the time when you lost the World Championship of Public Speaking,” he said. “Oh, yeah, it’s one of my favorite things to talk about!” I said half jokingly. The reporter said, “You came in second out of 25,000 contestants in the world and it […]

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Entrepreneur on Fire Podcast Interview with Dustin Hillis

Checkout this podcast interview with John Lee Dumas the host of Entrepreneur on Fire and Dustin Hillis Co-founder of Southwestern Consulting. 3 Key Points: You cannot teach what you don’t know, and you cannot lead where you won’t go. Selling is the transference of emotions and expectations. Keep your principles. Stay focused on your principles. Enjoy! (Click here to listen […]

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Being Decisive

What do people like Richard Branson, Elon Musk, Mark Cuban and Mark Zuckerberg have in common? Other than being billionaires, they all are decisive. They know what they want. They understand their priorities. They make decisions. You’d probably never hear any of them say, “let me think about it”. Billionaires don’t have time to “think about it”; it’s either a […]

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“I’m Sorry” & Customer Service

While reading a new book that I got turned on to called “#GIRLBOSS” by Sophia Amoruso, one of the things she talks about is how important it is to apologize to your customers when things go wrong. Here’s what I believe when it comes to saying, “I’m sorry,” in regards to customer service. I believe that you should always take […]

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Vanderbilt University Marketing Class Lessons

“Who thinks they are going to be in sales when they graduate?” is the question I kicked off my class lecture with in the business class at Vanderbilt University. Which is the same question I’ve asked in my last six times of being their guest professor.  It amazes me every time I ask the question that no one raises their […]

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The “Boomerang” Sales Technique

One of the most common objections in sales is typically one that can easily throw off your sales presentation entirely. This is because when you hear it, you’re not prepared to answer it…. Yet. You’ve all been through a process where you’re just getting started, you’re just asking questions about the potential client’s needs, you get to your presentation, and […]

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The Four Degrees of Selfishness

It wasn’t until I fully understood the degree of my selfishness that I was able to change. Don’t get me wrong. I have not arrived, nor will I ever feel like “I’ve arrived”. However, I feel like God has me on the right path and I have to daily check my compass to make sure I’m staying the course. All […]

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Discover Your Prospect’s Personality Just by Listening to Their Voicemail

Knowing the personality of the people you’re cold calling is a unique but important skill set that you need to know. You may be thinking, “How can I know the personality of who I’m calling if I’ve never met them before?” That’s one of my favorite questions to be asked, because I believe that you can figure out someone’s personality […]

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3 Things You Need To Stop Doing While Cold Calling

Cold calling can be tedious and sometimes discouraging. Here are three simple tips to help increase your success rate while cold calling. Don’t lead with your company name  – Regardless of who answers the phone (the decision maker, receptionist, or their executive assistance) do not lead with, “Hi, this is Amanda Johns Vaden from Southwestern Consulting.” That screams salesperson. You don’t want […]

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Finding Your Why

Have you ever thought to yourself, “Why do I do what I do?” “Why am I in sales? How did I end up here? Why this company? Why this industry? Why this market? Why this job?” I never thought I was going to end up in sales and if you’re like most sales people, you didn’t either. I didn’t go […]

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Gender Communication: What men and women really mean when they say “I’m sorry”

How good are you at working with the opposite sex? I get asked often, “How do I better sell, communicate with, and build relationships with the opposite gender in a selling or workplace situation?” Here is what I have discovered, we both want the same things, we both have similar goals, we both have the same jobs these days, but […]

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The Choice of Two Positives

On the topic of closing, I find this closing technique to be very effective. This is one of the most common closes and one of the most powerful closes out there, the choice of two positives. The choice of two positives is commonly used because it’s so simple. And it’s powerful because it allows you to keep control of the […]

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3 Reasons Why Follow-Up is Important

The most inexpensive way for you to get more business is to sell to existing clients. Existing clients are more likely to give you referrals to more potential leads. And it’s easier upsell an existing client. How do we do that? Well, there’s an art to being very good at following up with your customers. In fact, studies have shown […]

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11 Servant Selling Philosophies

Here is a guest blog from Rory Vaden on servant selling. To read the full post click here. Our team at Southwestern Consulting is on a mission to elevate the perception of sales people and the sales profession worldwide. We have a philosophy called Servant Selling. Here are 11 philosophies that Servant Sellers believe: It’s hard to be nervous when your heart’s on […]

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How to Win Over the Gatekeeper of the Sales Castle

Building real relationships with others may take extra time, but it’s worth it. One relationship in particular that is important when making a sales call or visit is that of the gatekeeper. A gatekeeper is anyone that holds the keys to the gate of the sales castle. These receptionists, these executive assistants, are the ones who decide to let you […]

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