Archive for the ‘Sales’ Category

What Should You Do on Your First Day in Sales – or Recruiting?

This is an important question: What should you do on your very first day in sales? It’s a question we hear at Southwestern Consulting a lot, because we’re growing very fast. Every single day, we’re bringing on new sales and leadership clients who’ve hired new salespeople. And they’re all asking this question.
 
Let’s just pretend for a second you’ve started […]

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The Quality of Life is determined by the Quality of Our Relationships

We all want happiness. We want that secure feeling of real, sustainable joy. All of us – me, our family and friends, our coaching clients – are trying to find happiness. And we all ask, “Where do you find happiness? Where does it come from?” When you look online, you see memes with quotes like, “Don’t worry, be happy” or […]

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Our Struggle is Our Strength

Struggles, struggles, struggles – that’s what life is all about, right? We all experience pain, setbacks and hard times. We all have goals we want to achieve, but haven’t yet. We have big dreams we hope will become real, but aren’t sure if they will. Sometimes, you have to ask, “Why do we struggle?” Right? We all ask these questions: […]

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Confidence Doesn’t Attack

Highlights: A person who is confident in who they are is never compelled to attack other people. Those who are confident and secure are not concerned with fighting others. We only attack when we are trying to feel better about ourselves. If you are angry at someone, maybe it has more to do with you then them. Extend grace to […]

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The Missing Ingredient to Every Success Formula

Highlights: There is one essential, universal ingredient to any success formula. No matter what the formula is, it always requires discipline. Take any formula and just add discipline. Take pride in taking the stairs. Do you have the discipline? What does it take to be disciplined? Every success formula must have the addition of discipline. Do the things you know […]

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The 2 best strategies for Turning Anything Around

Sometimes when things go wrong it’s our fault and other times it has nothing to do with us. What do we do when we realize things are going wrong? How do you respond to tragedy and setbacks? Prayer is acknowledging we don’t have control over everything. Work is a demonstration of responsibility, accountability and control. Often when things break down […]

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The World’s Greatest Misconception about Time

There is no such thing as Time Management. You cannot manage time. You can’t stop time. You can’t fast forward time. You can’t rewind time. Time continues on moment by moment whether we like it or not. So there is no such thing as time management. There is only Self Management. We can manage ourselves. We can govern ourselves. We […]

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Obsessive Service

The problem with our thinking is that when we aren’t thinking about our thinking our thinking starts to think on it’s own. Which is why one key to a happy life is to always be intentional and mindful about directing your thoughts. So it begs the question, “what should you think about?” There are lots of healthy and inspiring things […]

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How to know if you’re Servant Selling

Most salespeople consider their job as finished when they collect the check. But Servant Sellers know the job is only finished when their client experiences their desired result. Which is why Servant Sellers walk with their customers to find out what happened, see how they’re doing, and to make sure they get what they signed up for. You see… Servant […]

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Living By Faith

You’re either living by faith or you’re living by sight. If you’re living by faith then you’re believing in the possibility of a better future – which is empowering. If you’re living by sight then you’re only able to believe in what you see today – which is limiting. If you’re living by faith then you’re making choices in the […]

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Entitlement is a disgusting disease

Entitlement is a disgusting disease that destroys our ability to reach our dreams. You may not even realize it. None of us like to think of ourselves as entitled. Yet, we see all the time that when people don’t achieve their dreams it has nothing to do with not being smart enough or not having access to information or tools. […]

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Triumph Over Excuses

None of us like to think that we make excuses, but we do. One of my business partners, Dustin Hillis, defines excuses in this way: “Any reason you didn’t do what you said you would do.” I love that definition because it’s transparent, powerful, and most important of all, it’s inescapable. It’s inescapable from accountability. There’s no way to dodge […]

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bloggers

Which of these two are you?

“You’re either looking for a way or you’re looking for an excuse.” The late legendary majority shareholder of Southwestern, Spencer Hays, use to say it all the time. It was part of his life philosophy that led him and so many near him to become tremendously successful. You’ve probably heard that same quote before and it’s true. In any given […]

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Here’s What You Don’t Know About Sales

Everyone is in sales. Why? Not just because we’re almost all involved in some way at some point in our life actually increasing revenues, asking for a raise, gathering donations, helping to keep a customer, or literally calling on prospects and collecting payment. Sales is all that but sales is much more than that. Sales, the study of sales, and […]

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creativity

How To Become More Beautiful

This powerful video has an important reminder. We all have strengths. We all have weaknesses. But ultimately you become more of what you see yourself to be. See only your flaws and you will live into becoming more of your flaws. But… See your beauty… See your potential… See your greatness… And you shall become more of all of them. […]

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3 Ways to Outperform Your Competition

There is a lot of value for any organization to be gained from being “best in class, #1, champion, or industry leader, etc.” But with so much competition and so much universal availability of resources, how can you consistently rise above and outperform your competition or even just outperform your own potential? Simple. Regardless of whether you’re trying to beat […]

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How to Immediately Increase Your Self Discipline

How to Immediately Increase Your Self Discipline

After delivering a keynote speaking presentation last week a man comes up to me and asks, “Rory what could I do immediately to increase my self-discipline?” It’s a good question, and the best answer is pretty simple but before I share the answer with you it’s valuable to understand the context of the answer. I think this particular man, and most […]

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The Difference Between Good Customer Service and Great Customer Service

The Difference Between Good Customer Service and Great Customer Service

Pardon the bathroom setting of this story but I think it’s worth the lesson. It was just another normal travel day for me as I headed into a Charlotte airport E-Terminal public restroom for a quick stop in between flights. Like most people, I’ve obviously been in plenty of public restrooms over the years and probably encountered maybe 50 bathroom […]

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A First Step of Solving Almost Every Problem

A First Step of Solving Almost Every Problem

One of the biggest reasons why people struggle with solving problems is because they often overlook this critical first step. Because no matter what the problem is or what the circumstance, you’re best hope for solving it almost always requires the exact same beginning. You have to take ownership of the problem. You have to internalize responsibility for your problem. […]

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THE PAYOFF OF DELAYED GRATIFICATION

The Marshmallow Test – The Payoff of Delayed Gratification

If you’ve never heard of the marshmallow test, it’s worth knowing about. From Wikipedia: The Stanford marshmallow experiment was a series of studies on delayed gratification in the late 1960s and early 1970s led by psychologist Walter Mischel, then a professor at Stanford University. In these studies, a child was offered a choice between one small reward (a marshmallow) provided […]

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