Archive for the ‘Servant Selling’ Category

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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presentations

The #1 Most Costly but Avoidable Mistake of Presentations 

There are 66 words in the Lord’s Prayer, and most people can recite it. There are 179 words in the 10 Commandments, and most people can name at least a few. There are 282 words in the Gettysburg address, and most people can recognize it. Then there are 26,911 words in the United States Government’s Regulation on the Sale of […]

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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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secret great sales

The Misunderstood Secret of being Great at Sales

The sooner you transition away from thinking about yourself and into thinking about your prospect’s needs, the sooner you will become a top producer. That is the misunderstood secret of being great at sales. We think of salespeople as great talkers but actually the good ones are great listeners. We think of salespeople as those who are selfish but actually […]

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Becoming a Next Generation Salesperson

Selling, when done right, is one of the most honorable professions in the world. Because, when done right, selling gives you a chance to directly impact the lives of real people 1 on 1 to help them solve real problems in their life. But unfortunately too many salespeople are and have been selling the wrong way. We’ve been selling with […]

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How to Sell to 75% More People

It’s been said you should “treat other people the way you want to be treated.” But in sales, that doesn’t apply. In sales, it’s not about treating people the way you want to be treated; it’s about treating people the way they want to be treated. Most salespeople sell the way they like to sell, but they are missing out […]

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Navigate: Advanced Selling Systems with Dustin Hillis – Episode 162 of The Action Catalyst Podcast

Dustin Hillis is an entrepreneur and the Co-Founder of Southwestern Consulting. He has a degree in Psychology and is the author of the book Navigate: Selling The Way People Like To Buy and Co-author of newly released Navigate 2.0. He is the co-creator of the sales training curriculum Top Producer’s Edge & Manager’s Edge, which has been fully integrated by more than 5,000 sales […]

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magic

If there is a magic formula to selling it’s this…

When you are selling, “names are magic.” There is an almost unexplainable level of trust that is granted to you when a prospect recognizes the name of someone that you have already done business with. And trust is a lubricant for every type of selling. So talk and tell positive and uplifting stories about the people you’ve done business with. […]

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sales mission

Don’t be in Sales; be on a Mission

You’ll never reach your full potential as a Servant Salesperson if you overlook the first step: conviction. You have to be convicted on your offer. You want to be so convicted on the value of what you provide that you can’t help but tell people about it. Because that is what selling is all about. Selling is being an evangelist […]

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How to Answer the “I Want to Think About it” Objection in Sales

In selling, you don’t do any of your prospects a service by allowing them to indulge in procrastinating on a decision. You might think you are doing a good job by not pressuring them, not pushing them, and not challenging them… But you’re not. You’re doing them a disservice. It’s not supportive, encouraging, or empowering to allow someone to procrastinate. […]

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