Archive for the ‘Sales’ Category

How Rewriting Your Self Talk Can Make A Difference

When I first started working for Southwestern Consulting, I spent four years on the road touring with our seminar division. We had a big conference that toured the country and every four months that conference would go to a different city and I would move with it. I lived in 12 different cities, and every four months I would start […]

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Shake Up Your Response

You’re out there meeting new people or networking, and you get asked the same questions. Those oh-so-normal conversational questions that everyone seems to ask. The “how are you doing?” or “who do you work for?” kinds of conversation starters. Most likely, you are like everyone else and reply with basic answers and lose your opportunity to stand out. It’s time to show […]

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Build Up Their Skill Set

I constantly hear of people giving in to their made-up battle while prospecting. These principles I’m about to share will ensure a win! It’s great if you are trying to make connections with people. You’ve used those name connectors, but you are still not getting the respect you know you deserve. You almost feel like a lower person with the […]

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How to Accelerate Your Prospects with Meaningful Words

When was the last time someone told you just how great you are? Maybe you heard they had a true and honest appreciation for the type of person you were. I bet you can remember that they spoke power into your character and life! It’s something we can almost always enjoy to hear. This is how you can Excel-Orate your prospect. “Excel,” which means move […]

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A Lesson in Attitude: When There’s No Air in the Spare

Your attitude is not determined by your situation. It’s determined by you. This is a lesson none of us can learn too young. Many people go through life never learning it. And their attitude shows it. As I was driving down a two-way road talking with my daughter, she commented on how narrow the road was. Then we got distracted […]

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Do You Want Higher Levels of Performance? Take a Lesson in Courage.

You and I both aspire to higher levels of performance.  Perhaps one of the best ways to think about how to make that growth happen is to reflect on something that drives most of us on a daily basis. The engines in our cars. Let’s say you decide that you want to start using your automobile to pull your boat […]

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The Two Types of Motivation to Know About

Most of us are motivated by contests and incentives or earning recognition. We like to work toward goals. This type of motivation is called “Toward Motivation.” There is another very powerful type of motivation that often gets overlooked, “Away Motivation.” Let’s say it’s 3 o’clock in the morning, on a very cold night in early spring. You’re laying in bed […]

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Is Lack of Consistency the Reason You Fall Short?

Since the title of the “Most Interesting Man in the World” is already taken, I have a personal goal to be the “Most Consistent Man in the World.” Now, the natural objection that we all have is: wouldn’t that be boring, monotonous, or predictable? No way!  I mean consistent in the areas that really matter: Spiritual peace Present and engaged […]

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How to Leave Out Negative Words in Prospecting

Think of a time you were on the phone with your prospect, and you could tell that a negative response was coming in hot. You’ve done those calls enough that you can feel it, and the pain of waiting just takes over. The time has come for you to step in. Take charge, and interrupt that negative response! When you hear it coming, […]

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How to Influence Using Your Own Story: An Interview with Mark Brown

“We don’t need another hero.” -Tina Turner I sat down for an hour with one of America’s story masters, Mark Brown, and here are some of my thoughts. Do you want more influence? Our influence comes from our ability to connect. Our ability to connect comes from what we share in common with others. We all have some things in […]

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How to Make Use of Testimonials

Many times the best stories you could ever tell someone are from the experiences from your own client base. We must be effectively planting and harvesting testimonials to handle every type of objection that could ever come up in our selling career. So many of us get caught up in…us. Whenever we are trying to talk someone through an objection, we talk about our experiences. How “I’ve […]

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Goals

Goals. Why do we need to have them? I’ve done roughly 250+ workshops all across the country. Each and every time, I ask how many people in that room have their goals written down. Note that these are mostly salespeople. I would say when I ask that question, there’s truly about 25% of the room that actually writes them down. […]

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