Archive for the ‘Sales Coaching’ Category

Smart Phones = Smart Business

We live in a rapidly changing world where the technology age has collided with the information age. This is your world, whether you like it or not. Having a Smart Phone as a tool to utilize all of the technology and information is essential to being on the top of today’s competitive business frontier. After recently reading both “The Steve […]

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U2: A Memorable Message

U2 has transcended multiple generations. They personify cool. After being mesmerized by Bono and The Edge’s authentic charisma and stage presence in Nashville, TN I left with 2 life lessons that resonated with me deeply. 1. Create and communicate a message that is memorable. Listen to this clip: 2. Be Present with a humble/unselfish/giving heart. After the show Bono pulled […]

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Commitment, Control, Confidence Video

[youtube=http://www.youtube.com/watch?v=VnWNGDcBG7I] The reason people do not reach their true potential is because they subconsciously build barriers that cause self-doubt. They don’t believe they can hit high goals. The Southwestern Company teaches that the three most important characteristics for breaking belief barriers are commitment, control, and confidence. If you want more information about how to get a personal accountability coach send […]

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The Art of Not Thinking: When Should You Be Thinking?

When should you be thinking? There are 3 times that are optimal for thinking. 1. The best time for thinking is during a scheduled time that you have set aside to plan out your day, week, month, or year. One of my Sales Management Performance Coaches (Chris Samuels) gave me a valuable piece of advice. He told me “Dustin, successful […]

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Gold Bars and Golden Nuggets

Paying attention to every single word that comes out of someone’s mouth is as valuable as gold bars. “Golden Nuggets” is the term we use at Southwestern Consulting to describe the seemingly insignificant things that people say throughout the course of conversation. A common denominator amongst most successful “influencers” of people is that they pay attention to every word that […]

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Be Smart, Don't Think- The Art of Preparation

The art of preparation is learning how to not think.  That’s right, you heard me… do not think!  The number one “time-waster” is over thinking.  The reason mid-level producers don’t reach the next level is that they over analyze.  They get analysis paralysis.  Our goal should be to become so prepared before we’re on the battle field that we have already […]

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Dancing with the Sales Stars

Watching Henry Bedford (CEO of the Southwestern Company) being honored at the Dancing with Safe Haven charity event last week, I was reminded of some Southwestern Company  success principles that I learned my first summer selling books door-to-door in college. The contestants on the immensely popular reality show Dancing with the Stars are all people who have made a name […]

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Southwestern Company Interviews Zig Ziglar

[youtube=http://www.youtube.com/watch?v=kMREtMT6fes] Check out this interview that Rory Vaden the co-founder of Southwestern Consulting a Southwestern Company did with Zig Ziglar on his thoughts about Direct Sales and the Southwestern Company. www.southwesternconsulting.com Are you a Southwestern Alumni? Please update your official alumni profile at http://www.wesoldbooks.com

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Speaking of Integrity…

The Thanksgiving weekend is now behind us and we’re charging forward to Christmas.  The holiday season is unique for everyone, but with the economy in a sad state of affairs, gifts to buy, and work to be done – it’s often difficult to embrace the serenity of the season.  So this week, as a way to kick off the holiday hustle […]

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Navigate: Your Buying Behavior Style

At the Southwestern Company I learned how to sell the way people like to buy.  In order to understand the buying behavior style of others you first should understand your own buying style. By “buying behavior style” I am referring to your default behavior when buying or being sold to. Are you a fighter–results oriented and aggressive? An entertainer–outgoing and […]

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RAFT: Self Control (MEP Continued)

In “How to Reach Your Maximum Earning Potential” we mention that the three most important characteristics for breaking belief barriers are commitment, control, and confidence. Let’s try to understand the 2nd “C” a bit better. Control There are certain things in life that we cannot control, such as death, natural disasters, flat tires, ticks, or even who buys from us. […]

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