Archive for the ‘Prospecting’ Category

How to Use LinkedIn to Generate Leads

LinkedIn can be used as a huge resource to find leads and build professional relationships. Today we’re going to talk about how to use the Advanced Search function to help you “sweep” LinkedIn to find the necessary leads and referrals you want to be connected to in your local markets. On the LinkedIn home page, right at the top, there’s […]

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Third Party Selling

Third-party selling is a big key to successful selling. It gives you the opportunity to have your clients sell you, for you. Your customers and prospects, they know you’re biased to your product/service because you’re the one selling the product. The power of third-party selling is allowing your clients, and the other people you’ve worked for presently or in the […]

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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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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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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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Selling to Baby Boomers

Baby boomers are one of the largest generations currently in the US workforce. Large portions of them are the decision makers in their workplace. Meaning that a vast majority of the decision makers are between the ages of 50 and 70. How do we sell, communicate, and build relationships with this generation? The first thing you need to know is […]

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3 Step Process That Can Help You Live Your Life… Instead of Life Living You!

I am so blessed to work with such an incredibly amazing team at Southwestern Consulting.  This week I bring you some serious wisdom from one of our coaches, Kristen Hartnagel.   “If I could just get half the things done on my list, I wouldn’t feel so overloaded!” If this is you, let’s take a timeout to explore some time […]

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How to Win at Work and Life When Working Day and Night

At Southwestern Consulting I have the complete honor and joy of working with some of the most amazing and talented Top Producers in the sales industry!  I recently asked one of my business partners Nate Zinn to share the following post on my blog…  When working day and night to hit sales quotas, living pieces of their lives through pictures […]

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Closing Different Buying Personalities

Closing the sale is one of the most important parts of the cycle of selling.  The best closers understand that closing is not an event, but rather closing the sale is a process of incremental “yes” questions.  I define closing as “providing a service/product to someone that they need by helping them go from point A to point B, faster”.  The best […]

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21 No Fail Tips For Your Business Attire #UNSPOKEN

Remember first impressions usually occur non-verbally. Your prospects are already judging you before a word ever comes out of your mouth. The first impression you make is usually your appearance. Should you be judged by what you wear? Perhaps not, but the reality is, of course, that you are judged. We, as the sales person, should never make judgments on […]

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