Archive for the ‘southwestern company’ Category

Selling Systems: Self-Management Systems

Selling Systems Today I was doing field training with one of our Southwestern Consulting Market Managers (Neal Anderson) in Raleigh, NC.  Our first meeting was with a personal coaching client of mine whom I’ve been coaching for over 3 years named Bob Watral.  Bob is a former VP at Morgan Stanley Smith Barney and has been in the financial planning […]

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Take the Stairs: The path to true success

My business partner and good friend Rory Vaden is achieving some great success with his new book, Take the Stairs: 7 Steps to Achieving True Success, already #1 on USA Today and the Wall Street Journal Bestseller lists and #2 on The New York Times list. I asked Rory to share a little with us about his path to success. How did you get to where you are? How […]

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Being a Problem Solver

Top Producers are Problem Solvers. Being a mentally tough Problem Solver is simple, but not easy. 3 steps on how to be a Problem Solver: 1. Embrace the challenge of an unexpected event!   It was a mild summer day in the mountains of Fairbanks,  Alaska. I was driving between houses, demonstrating my Southwestern Company educational books and software, when I […]

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Being A Servant Leader

“Being a Servant Leader” is one that has been taught by people like Spencer Hays and Henry Bedford at Southwestern for over 155 years. A large number of Executives and Managers in the world live by the attitude “It’s my way or the highway”. That attitude is backwards when it comes to motivating people. Hundreds of managers and leaders have […]

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Spencer Hays: I Am a Person of Influence

Last week one of my mentors and the wealthiest man that I know (Spencer Hays) gave me a card that has wisdom flowing from it.  This man is not only wealthy, but almost every business he has been involved in over his 50+ years in business has been successful.  He is a business owner of the Southwestern Company, entrepreneur, leader, […]

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The Art of Not Thinking

The Art of Not Thinking is my new book that will be coming out in 2012. Here is a sample of what The Art of Not Thinking is about: Chapter 1- Why Do Smart People Not Think? Calvin Coolidge says “The world is full of intellectual giants and emotional midgets”. The world is consumed with the notion that we need […]

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I Want To Win

Dan Moore teaches all the Southwestern Company salespeople at sales school in Nashville, TN that “It’s not how you start, it’s how you finish”. The Oregon Ducks football team exemplifies Dan Moore’s philosophy about finishing strong. They come out of the gates fast and furious, but what causes them to be a force to be reckoned with is how they […]

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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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Be Smart, Don't Think- The Art of Preparation

The art of preparation is learning how to not think.  That’s right, you heard me… do not think!  The number one “time-waster” is over thinking.  The reason mid-level producers don’t reach the next level is that they over analyze.  They get analysis paralysis.  Our goal should be to become so prepared before we’re on the battle field that we have already […]

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Fit to Fight

Ron Marks is an expert in the field of Sales Management and is the author of “Managing for Sales Results”.  Ron embraces the techniques and teachings of the on the field style of the Southwestern Company.  I have come to learn most sale leaders, most sales people in general, and their companies for that matter, have terrible timing when it […]

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The Price Build Up

Through training at the Southwestern Company, I’ve learned many of the best selling techniques in business.  This is one of the best “The Price Build Up”. The price build up is something that anyone can use whenever they have to deliver the price to the potential customer. If you have people ask you how much your service or product cost, then this […]

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Negativity is Like the Gulf of Mexico Oil Spill – The R.A.F.T Approach

Believe it or not, you can control your emotional connection and your emotional reaction to outside stimuli. No, I’m not saying you should act like a Vulcan… but you should develop a certain amount of emotional disconnect between your circumstances and your professional activity. Let’s face it, life happens and it’s not always rosy…as a result, we often start to […]

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Using Your "Whole-Brain"

Have you ever wondered why some people are dynamically successful and others seem to achieve goals by the sweat of their brow?  As they say, there is more than one way to skin a cat…but the key to ‘dynamic’ success is working smarter and not harder. So – how does one ‘work smarter’ you ask?  And you’re absolutely right – […]

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Southwestern Consulting Sales Coaching

[youtube=http://www.youtube.com/watch?v=Ji6F187C8f4] This week I was talking with one of my personal sales coaching clients.  She was expressing how frustrating it is being in the same industry for over 20 years and feeling complacent.  Over the past 5 years her business has reached a plateau and a lot of her colleagues have seen a decrease in business. She was enthusiastically expressing her excitement […]

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Navigate: Your Buying Behavior Style

At the Southwestern Company I learned how to sell the way people like to buy.  In order to understand the buying behavior style of others you first should understand your own buying style. By “buying behavior style” I am referring to your default behavior when buying or being sold to. Are you a fighter–results oriented and aggressive? An entertainer–outgoing and […]

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