Archive for the ‘Sales Tips’ Category

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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Selling to the Mature Generation

How do you sell and communicate to a market with multiple generations? Today is the first time in U.S. history that we have four completely different generations all working together in the exact same workforce. So what do you need to know when selling or just communicating to the mature generation? The mature generation is technically defined as those people […]

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Sales Closing Techniques: 1 to 10 close

One of the most difficult parts about sales is knowing how to close. After years of sales experience, there is one technique that has deemed itself my favorite. It’s called the 1 to 10 close. This closing technique goes like this: “Now, Mr./Mrs. Prospect, one being completely nonexistent, and ten absolutely, where would you say that you fall on a […]

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Objections: How you overcome them when trying to close a sale

One of the most important things about the art of answering objections is knowing what objection you are really answering. Because typically the number one objection that people give you, is not their real objection. It’s an excuse. So how do you determine what the difference between an excuse and an objection is if you are going to be successful […]

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Exceeding Expectations on the Daily Discipline Podcast with Rory Vaden Episode 62

I recently had the honor of being a guest on Rory Vaden’s Daily Discipline Podcast where I talked about why and how to exceed customer expectations. Here is an excerpt: Amanda Johns Vaden is a Senior Partner at Southwestern Consulting™, which is an international, multi-million dollar sales consulting organization that focuses on creating systems to increase performance. Amanda is also […]

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5 Ways to Network a Room | #networking | #salestips

Networking is key to winning new clients and staying in touch with your current client base! I am delighted to feature this great post from Dave Josephson about 5 Ways to Network a Room. Dave is a Certified Professional Coach with Southwestern Consulting™ and an overall rockstar.   An invite arrives in your inbox describing a “big” after hours event […]

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Former NBA All Star Mark Eaton & Southwestern Consulting™ Team Up! JOIN US!

Southwestern Consulting™ and Accelerent invite you to join us on the evening of September 18th for an exciting networking event with Former NBA All Star, Mark Eaton, of the Utah Jazz. This is going to be a excellent opportunity to meet a dynamic group of Nashville Business Professionals, talk shop AND basketball! Register Now – before the September 12th deadline! […]

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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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How to Remember to Ask for Referrals

Working hard or working smart…which one do you prefer? The answer, really, should be both. At Southwestern Consulting we coach thousands of salespeople in every different industry.  What we have found is that it doesn’t matter what industry you are in, working hard and working smart is the difference between a top producer and an average producer. The 2 key […]

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The Ultimate Advantage Cruise | Join Us

Rory Vaden and I are delighted to join Dan & Joanne Miller (Author of 48 Days to the Work You Love) again this year, along with MANY other amazing speakers on this Cruise!!! For more information about the cruise go here:  www.48Days.com/ultimateadvantagecruise SEATS ARE LIMITED so get yours now!!!  Check out the video from last years cruise! [vimeo http://vimeo.com/60032242]

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