Archive for the ‘Skills’ Category

Live by the Prospecting CODE

Whenever you’ve gotten to a place in your career where you may not have as much mental structure, where the rejections and every day uphill battles can get to you, you have to look at how you can improve. What you can add, remove, or change about your everyday life will make a positive difference for you professionally and personally. If you […]

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Three Words to Eliminate in Prospecting

This is a whole new way of thinking about prospecting. Take a minute to think about how many times you use the words “I,” “me,” or “my.” How many times a day? You tell a story. You talk about something you did. They are probably some of the most commonly used words in the English language. Guess what? They sure […]

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A Conversation about Productivity: Dave Brown on the Mark Struczewski Podcast

I was recently featured as a guest on the Mark Struczewski Podcast where he talked about his ideas on productivity. Mark is a self-proclaimed Productivity Problem Solver. This podcast launched on July 7, 2017 with a single mission: to help you to become a more productive you. Whether Mark is doing the podcast solo or interviewing a guest, the mission […]

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How to Close Perfectly: An Interview with James Muir

“Sales is the ONE thing that I will NEVER do.” -Donnie Tuttle circa 2002. Before I fell in love with the greatest profession on earth (sales), I was petrified by the idea of influencing others and asking them for their business. The granddaddy of all of those fears for me was the closing question. Sixteen years later, it has become […]

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How to Maximize Your Sales Recruiting Results (Part 3 of 4)

To elevate your energy level during your prospecting phone calls, STAND UP! I have done both a standard sitting desk and then also one that stands, and the difference in energy levels is astronomical. Today is my third out of four tips for maximizing your golden hours. If you’re a sales manager and you are making recruiting calls, and you […]

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Sales Managers Can Use this Top Tip to Improve Recruiting

How many golden hours for recruiting do you have on your calendar every month? Block out that time. It may need to be every week. It may need to be every day; it may need to be every month. A golden hour is merely a block of time that you have blocked off for your income-producing activity. That’s time going […]

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What is this New York Real Estate Pro’s #1 Key to Success?

“The good news I have for everybody today is that creating more time is possible and I have been able to do that over the past few months by doing specific things.” -Susan Reische, Douglas Elliman Real Estate I am thrilled to bring to my video series a coaching client, Susan Reische a real estate salesperson with Douglas Elliman Real […]

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Presence is Powerful

Have you ever noticed when someone is completely present how attractive, engaging, and enjoyable it makes the interaction? When one has the ability to be present in every moment, it does good things. Concentration is sharpened, and rapport is built much faster. Connections with others is stronger. Being present and engaged with yourself and others reduces stress. It is assumed […]

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The 12th Income Producing Activity of Sales Leaders (Part 12 of 12)

My final tip in my series of income producing activities for sales leaders is to self-generate potential recruiting leads every single month. If you want to build your “Dream Team” you need to always be on the lookout for people with the “it” factor!  These are people that you come across in everyday life and in business settings.  Make a […]

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What is Mortgage Top Producer’s #1 Key to Success?

“If I had to pick one (relationship building activity) that I think I like to do mostly because I think a lot of other people won’t do it and it’s so easy to execute, it would be video texting.” –Mary Van Dorn, Kinecta Federal Credit Union I’m bringing on one of my coaching clients, Mary Van Dorn, Senior Loan Officer […]

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Discover This Top Financial Advisor’s Surprising Sales Tip

“My attitude is, if you try to help people, good things will happen to you. Taking the focus out of how much money do I make per hour, which I do well, but that’s not the focus. By helping a client determine what they want and what they need, we can help them make intelligent and informed decisions.” -Bill Manby, […]

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The Ninth Income Producing Activity of Sales Leaders (Part 9 of 12)

Are you running specific contests for your team with incentives attached to them on a regular basis? As a sales manager, we always get what we promote. When you’re creating a contest, you want to think about what sort of activity or behavior do you want to promote? At Southwestern Consulting we teach our clients to structure contests around things […]

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The Fourth Income Producing Activity of Sales Leaders (Part 4 of 12)

Do you run a weekly team meeting where you recognize people? If you do this type of TEAM meeting consistently, you will get: More Effort Better Results I’m doing a series on the 12 different things that you as a sales leader, the sales manager should be focusing your time on that make you money. Today in the fourth, it’s […]

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How To Double Your Repeat Business

Repeat customers are some of the best customers. We’ve all read different studies that posit how much cheaper and more profitable it is to do business with existing customers. Here’s something I’d like you to think about. If you’re doing a great job at delivering your product or service, then your existing customers should be a huge potential source of […]

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How Should You be Focusing Your Time as a Sales Leader? Part 2 of 12

As sales leaders, are you doing actual sales training EVERY week to help your team grow? Ask yourself these questions: Am I training my people how to manage their time? Am I training them how to close? Am I training them how to leverage online media to build their brand to generate more leads? It is one of the most […]

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How Should you be Focusing your Time as a Sales Leader

As a SALES LEADER, what should you be focusing time on and tracking to create revenue? I’m going to be sharing with you the 12 things you can do that make you money. Many of the things you’re doing right now are not things that make you money. Over the next 12 videos, I will be focusing on sales leaders […]

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How to Set Up your Schedule for Success as a Sales Leader

Is your calendar structured in a way so that your time spent matches how you are getting paid? Sales leaders have all sorts of different commission structures. You may have some base salary and then possibly paid a percentage of your production if you are a producing sales manager. Also, you are probably paid a percentage of your team’s production. […]

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How Sales Leaders Can Cut Interruptions In Half (Part 2)

Let’s talk about my second tip in cutting interruptions in half. It is about adding a SPEED BUMP in front of team member interruptions in your day. REQUIRING them to send a TEXT with what the challenge or issue is can teach CRITICAL THINKING and develop PROBLEM-SOLVING in your team. This can help prevent interruptions and prevent a drop in […]

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How Sales Leaders Can Cut Interruptions in Half (Part 1)

Charge a price for ADMISSION into your office! Every time a team member walks through your door require that they have at least two viable ideas to solve the challenge in front of them. It will help to train your team members to be future leaders. In my first installment of this series targeted toward sales leaders, I talked about […]

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My Number One Time Management Tip For Sales Leaders

I want to share with you probably the most impactful thing you can do to get more time back in your day and to empower your people. If you’re a leader with an open-door policy, start scheduling regular one on ones with each of your team members. At Southwestern Consulting, we call these “personal conferences”. They are scheduled regular one […]

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This CEO’s Surprising Sales Tip Featured Client Interview with Joel Widmer

Saying no to prospects sounds risky, but today’s guest, Joel Widmer of Fluxe Digital Marketing, is here to show you how to turn your “no’s” into a robust referral relationship. Joel shares the two distinct and simple ways you can turn what you are already doing in your business, into a helpful tool for potential clients you can’t take on. […]

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