Archive for the ‘Sales Coaching’ Category

When you talk about closing, there are two groups of people that come to mind.

3 Keys To Survival Back when I lived in Anchorage, Alaska, my dad wanted to take me and my little brother fishing.  My dad loves fishing the hardest possible way.  We woke up early one morning and went to a float-plane charter.  My dad insisted that we go to the most remote lake possible, that nobody had ever been to.  […]

Those that cannot do, teach. The world is hypersensitive to hypocrites.  The idea of someone telling me what to do that doesn’t practice what he or she preaches makes me cringe.  Kids see hypocrisy in their parents when the parent tells them to not cuss, meanwhile the parent cusses away.  Salespeople see hypocrisy in their sales manager when he demands […]

How To Ask For Referrals. [youtube http://www.youtube.com/watch?v=PU54ZKM85Ww&w=560&h=315] For more information about how to become a referral master click here: http://secure.ssnseminars.com/store/Navigate-How-to-Navigate-Referrals-3-disc-set-by-Dustin-Hillis-P641C10.aspx

What A Great 2012! These are the posts that got the most views in 2012. 1.  Top 5 Things To Look For In A Job 2.  Mind Over Matter 3.  7 Steps To Courageous Goal Setting 4.  Leadership Tips from Dan Moore – Part One 5.  Selling Systems: Self-Management Systems 4,329 films were submitted to the 2012 Cannes Film Festival. […]

Comparison causes stress, frustration and ultimately limits people’s belief in what they think is possible. It takes an extreme amount of self-control and mental toughness to not compare yourself to other people. Think about it.  When was the last time you had any of the following thoughts: “I would be doing much better if I had Mary’s territory” “I’m doing […]

http://www.inc.com/inc5000/profile/southwesterngreat-american Inc. Magazine recently ranked Southwestern/Great American as one of the top 5,000 companies in America. For more than 30 years, Inc. has celebrated the fastest-growing private companies in America. To be honored this year is a particularly notable achievement. To rank among the 2012 Inc. 5000, Southwestern had to thrive through three of the toughest years this economy has […]

The confidence in asking for and expecting referrals comes from the knowledge of what to say. When it comes down to it, the core of why people don’t consistently ask for referrals at every single opportunity and expect to get five or 10 referrals from every person they meet with is because they’ve had a bad experience from asking. That […]

“No more maybes. Winning their business before you begin” Helping someone make a decision is vital to being a Top Producer! Professional salespeople can take a “yes” or take a “no”, but it’s the “maybes” that kill them! If you or someone you know has an issue with getting people to make up their minds faster and closing the deal […]

Today, we will talk about how to overcome that with a technique called the price build up. There are three steps to the process. It’s efficient and effective for getting people to wrap their minds around the value of your service and making them feel the price is the best out there on the market.

The Buying Line “People love to buy, and hate to be sold.” When was the last time a salesperson talked you out of buying something you wanted or needed? The other day my friend Amanda was telling me about an experience she had with a salesman that I referred her to.  She is a perfect candidate for this high quality […]

Navigate: 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 […]

Soldiers in war can go days with no food and little water.  In Seal Team Six, Howard E. Wasdin describes Navy Seals in combat who have been shot multiple times, missing limbs and still keep moving and fighting.  The human mind and body are two of the most extraordinarily resilient things on earth. Yet the body will only endure what […]

Over the past 30 years, there has been one habit that I thank God for everyday…. the habit of Goal Setting.  I started contemplating this on a trip recently when I was surrounded by my friends at a condo on the beach in Florida.  Goal Setting is a habit that all we all share and we were discussing our experiences […]

Here is another sample of my upcoming book: Navigate: The Art of Not Thinking. The 3 Types of W.O.R.K. Showing up for work, being focused at work and doing your dead level best while working should not be something anyone has to think about. If you spend even just 5% of your brainpower and energy on considering if you should […]

Dan Moore, the President of Southwestern Advantage, enjoyed reading the last 3 blogs (that were inspired by his leadership principles) so much that he honored us with one of his legendary articles on Recognition.  Enjoy!                      The Art of Recognition Every human strives for different things in his or her life, but one of the common desires—perhaps THE greatest desire—is […]

My business partner Amanda Johns is an expert at Follow Up. Her upcoming book “4-Dimensional Follow Up” is the best book I’ve ever read on the topic of follow up! Check out her blog on “9-Step Follow-up Touch System”!

Leadership By Example. “You cannot teach what you don’t know; you cannot lead where you won’t go.” At Southwestern ConsultingTM, we have a saying “if you want respect around here… go sell something.”  The reason I’m personally committed to working as a partner at the Southwestern Family of Companies is because the leadership lives by this philosophy, “You cannot teach […]

Leadership Tip #2: Servant Leadership “It’s hard to be nervous when your mind is on service.” Servant Leadership at its finest transforms lives. Dan Moore is one of the best Servant Leaders I’ve ever met!  At our first Southwestern ConsultingTM Success Starts Now! TM sales training seminars, Dan not only was one of our speakers at the event…but he also […]

An event took place in high school that set in course a change in the way I think and believe what is possible. Up until that point, I was never in the top echelon of athletics, grades or really anything at all. I was just a normal kid who did not believe absolutely anything was possible… I had limiting belief.

Top Producers are Problem Solvers. Being a mentally tough Problem Solver is simple, but not easy. 3 steps on how to be a Problem Solver: 1. Embrace the challenge of an unexpected event!   It was a mild summer day in the mountains of Fairbanks,  Alaska. I was driving between houses, demonstrating my Southwestern Company educational books and software, when I […]