Archive for the ‘Skills’ 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 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 this Southwestern Client Doubled His Referrals (Featured Interview with Jeff Goodman)

You are amazing with clients, you have a great product, your offer a great service, but you just can’t seem to ignite a fire in your sales- at least not like you should be. You feel powerless- why am I working so hard and not seeing the results I should be? You feel hopeless, and self-doubt starts to creep in. […]

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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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The Servant Selling Concepts

Around Southwestern Consulting, we’ve developed a term over the last several years that we often use called Servant Selling. Recently, one of our groups took the time to codify many of the things that we believe in and mean when we use the term Servant Selling. We call it our Servant Selling Concepts. Take a read… Servant Selling is not […]

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Why Your Networking is Not Working

Networking. It’s a great way to build business, right? We say, “Hey, we’re going out to this event to develop warm leads for our business.” Yet, you can have two entrepreneurs or two salespeople who have widely differing views on networking’s effectiveness. Why is that? One person says, “Networking, what a waste of time. I’ve been to so many meetings […]

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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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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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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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The story of Southwestern Consulting – My Business Partner Dustin Hillis Featured on the EO Fire Podcast

Dustin Hillis  and I met when we were in college through the Southwestern Advantage door to door summer work program. Dustin broke the all-time sales record in the company’s 160 year history making $100,000 in one summer. The year prior was the year I broke the company’s recruiting and team building production record.   This past week I was so […]

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THE MISCONCEPTION PEOPLE HAVE ABOUT SALES

The Misconception People Have About Sales

If you think “sales” is a bad word, then you’re thinking about it wrong. You may think of it poorly because you’ve had a bad experience or maybe even because you’ve had bad information. “Sales” sometimes gets a bad reputation because even sales-people often misunderstand their role and the value they provide. Too many salespeople think of selling as “talking […]

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Reluctance

The Magic Truth of Overcoming Call Reluctance and the Fear of Selling

Being in sales can be tough. On any given day, you deal with objections, rejections, and typically some level of self-doubt wondering if you have what it takes to ultimately be successful. There is a pressure to produce that can sometimes be debilitating and discouraging. When we think about what it takes to sell someone, we can get overwhelmed and […]

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Paid Like a Professional

So you want to be paid like a professional? You have to act like one. Here is a short video we put together sharing the 3 areas in which you need to be professional. If you wanna be paid like a professional, you need to act like one. Wow, those words still ring clearly in my head from my early […]

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selling

Servant Selling

Don’t just be in sales; be on a mission. Be so convicted in what you do that you have no choice to tell everyone you know about it. Don’t just be closing deals; be changing lives. Don’t just be pushing products; be transforming customers. Don’t just be selling; be serving.

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Transformational

Transformational Selling

Find the need. Uncover the pain. Discover their problem. Those are classic principles and practices of professional marketing salesmanship. And they are powerful because not only do they work, but they also do provide a great service in that they get people emotional enough to catalyze them moving past procrastination and into taking the action they need to improve their […]

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Sales

Servant Selling: How to Close a Sale Without Being Pushy – Episode 177 of The Action Catalyst Podcast

In this week’s episode of the Action Catalyst Podcast, Rory shares Southwestern Consulting’s tips and techniques to closing without being pushy. He also shares a new opportunity for you learn and grow by joining Southwestern Consulting’s Personal Monthly Mastermind with Rory Vaden. Check out RoryMastermind.com to find out more! Show Highlights: closing should also never be “hard”, “strong”, “forceful” or “pushy.” @rory_vaden Closing should […]

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