Archive for the ‘Sales Tips’ Category

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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Unconditional Confidence

Do you believe confidence is something you are born with or not? At Southwestern Consulting, we found that confidence can be developed and strengthened through awareness and training. There are 3 Types of Confidence. We all have experienced all 3 types in some form or fashion in various ways. Our goal is to progress through the 3 types of confidence […]

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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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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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What To Say To Get Past the Gatekeeper

You did it. You made the cold call, and someone answered. The gatekeeper. Now this person holds the key to the gate. That gate opens the opportunity to talk to the decision maker. But what do you say to the gatekeeper, the receptionist, the executive assistant, to get through the door? Gatekeepers have a very specific job; it’s to screen […]

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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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Three Things I Wish I Knew Before I Started Selling

Something that most people don’t know is that our company, Southwestern Consulting, is actually the training and consulting arm of a much larger corporation known as The Southwestern Company. In fact, The Southwestern Company is the oldest direct selling company in the entire United States. We’ve been around for just shy of 160 years. I’ve been selling for almost a […]

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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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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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Selling to Generation X

  Today’s vast markets made up of diverse generations can make a salesperson’s job that much more difficult. There are four main generations in the work place and every single one prefers a different channel of communication. Knowing how to connect and reach each generation is crucial to being a successful salesperson. How do you sell, communicate, and build relationships […]

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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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