Archive for the ‘Sales Tips’ Category

How to Get Control of the Fires in Your Day

Do you ever feel like you spend your whole day putting out fires? It’s exhausting, frustrating, and leaves you feeling like you are back to square one when it comes to your day. You should never sacrifice your time for things that can wait. In today’s video, I am going to give you two ways to determine if it is […]

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How to Build on Your Victories

Maybe you have heard the age-old saying, “Comparison is the thief of joy.” I see this time and time again in the workplace especially when it comes to goal setting. Goal setting can either make you feel: 1. Fired up- eagerly anticipating tackling the goal and exceeding expectations 2. Discouraged- why haven’t I achieved this yet? I am so far […]

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How to Identify Your High Payoff Activities

It is difficult to identify worthwhile time investments. You find yourself second-guessing your choices and then kicking yourself for investing your time in something that didn’t pay off. Sales requires a lot of time, and time is money. You can waste it, invest it poorly, or knock it out of the park. That’s a lot of options- with only one that […]

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How to Conquer FTI

I want to talk with you about something that can get in the way of you accomplishing big goals and target deadlines that you set in your sales business. It’s an acronym that we call FTI- Failure to Implement. Failure to implement doesn’t stunt your sales growth. It leaves you feeling discouraged. The “Failure” part of the acronym becomes bigger […]

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Why OHIO is Key to Better Time Management

Raise your hand if you have ever been completely drowning in your inbox. I am going to assume that everyone’s hands are raised. If they aren’t well, we all could use your strategy. Email, mail, social media DM’s you name them, they can own us. They own our time, attention, and schedule. Having many emails in your inbox isn’t necessarily […]

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Ever Feel Like You’re Just Putting Out Fires?

Every business owner and manager struggles with being reactive vs. being proactive. With so much coming at us constantly, it’s often difficult to get out from under the pile and move your business forward. You know that feeling. You know the stress and strain of knowing you can be doing better, but you just don’t have the time. Well, there […]

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The First Question You Always Must Answer in Sales and Marketing

There’s a really important question that you need to ask first in your marketing or sales. If you don’t, you miss out on converting prospects into new customers. You’re missing out on a chance to impact people and change their lives. Many marketers and salespeople don’t ask this question though, because they don’t even know they should be asking 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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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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Being Positive vs. Positive Self-Talk

The wealthiest man I know once told me the key to success is having amazing self-talk. I remember feeling disappointed when receiving this advice over a nice dinner. What a conundrum that I’m getting advice from the a man who was featured in Forbes Magazine as one of the most successful people alive and I’m having a negative response to […]

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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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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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