Archive for the ‘Selling Techniques’ 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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Entrepreneur on Fire Podcast Interview with Dustin Hillis

Checkout this podcast interview with John Lee Dumas the host of Entrepreneur on Fire and Dustin Hillis Co-founder of Southwestern Consulting. 3 Key Points: You cannot teach what you don’t know, and you cannot lead where you won’t go. Selling is the transference of emotions and expectations. Keep your principles. Stay focused on your principles. Enjoy! (Click here to listen […]

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Modify: Fighter (Pt. 2)

Last week we kicked off part one of our Modify: Fighter three-part series. Missed it? Catch up here. Navigate: Selling the Way People Like to Buy consists of 3 sections: Solidification on the behaviors of the 4 buying styles Identification of the 4 buying styles Modification of your natural selling style Modification is the most important part of how to sell the […]

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How To Help Someone Make a Decision – No More Maybes!

“No more maybes. Winning their business before you begin” Helping someone make a decision is vital to being a Top Producer! Professional salespeople can take a “yes” or take a “no”, but it’s the “maybes” that kill them! If you or someone you know has an issue with getting people to make up their minds faster and closing the deal […]

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The Price Build Up

Today, we will talk about how to overcome that with a technique called the price build up. There are three steps to the process. It’s efficient and effective for getting people to wrap their minds around the value of your service and making them feel the price is the best out there on the market.

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Understanding the Why Behind What You Say

Words construct our reality and create what others think about us. Everyday conversations can easily go into the crucial mode where just one word can change the dynamic of that conversation.

Our mind has a process through which it takes information called the DCR censor. Every piece of information that enters our mind goes through this three-step process.

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Identifying Someone’s Buying Behavior Style

The 7 Second Rule:

When selling to someone, you need to be able to sell the way they like to buy. In order to do this, you need to first build a connection with that person. You only have seven seconds to identify someone’s buying behavior style. After those seven seconds, they have formed their opinion on whether or not they like you and if they will do business with you. Here are some tips for each buying behavior on how to quickly and accurately identify them.

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Technology Memorizing Techniques

We live in the most exciting time in the history of world. We have access to more information in seconds then generations before us had in a lifetime. Have you ever taken the time to think about the fact that you have a super-computer in your pocket? How crazy is it to not utilize these amazing tools everyday?

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Commitment, Control, Confidence Video

[youtube=http://www.youtube.com/watch?v=VnWNGDcBG7I] The reason people do not reach their true potential is because they subconsciously build barriers that cause self-doubt. They don’t believe they can hit high goals. The Southwestern Company teaches that the three most important characteristics for breaking belief barriers are commitment, control, and confidence. If you want more information about how to get a personal accountability coach send […]

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Gold Bars and Golden Nuggets

Paying attention to every single word that comes out of someone’s mouth is as valuable as gold bars. “Golden Nuggets” is the term we use at Southwestern Consulting to describe the seemingly insignificant things that people say throughout the course of conversation. A common denominator amongst most successful “influencers” of people is that they pay attention to every word that […]

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