Archive for the ‘southwestern company’ Category

From Personal Chit-Chat to the Sale

The following question was recently asked of me: “How do you move from ‘personal chit-chat’ into your sales presentation?” That’s a good question. My advice: don’t start a sales meeting with “personal chit-chat.” What? Have I lost my mind?!? This is how everyone does it! Yes, but is everyone a Top Producer? Here is how the Top Producers do it: […]

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The Close- a Dark Cloud or Bright Light?

Let me ask you something. Have you ever had a client going along with you and seeming to enjoy your presentation, but when you get to your close, a wall suddenly goes up and you lose them without even knowing what happened? Do they even seem to be with you and even interested through the close and then you hear […]

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Mr. Mediocrity and the Mean Sales Coach

Okay, so you’ve hired yourself a sales coach.  Did you think you hired a sales coach or a magic wand? Let me explain… When I was a personal trainer, people would hire me to help them lose say 30 pounds.  At our first evaluation, they were excited!  They were ready to go!  They said they would do whatever it took to […]

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Are You a Manager or a Great Leader?

One of my favorite pieces of leadership advice when running a 1,000+ team was: “You can’t do for one what you can’t do for 100.” Think about that. Think about your business and what you are doing for your team members today. Write out that list and now put on your thinking cap. What can you do to systematize this […]

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Stop Doing it For Them!

Often, we as leaders, feel that we get our value from doing everything for our team members. Oh! I’ll go to that meeting and close that sale for you. Oh! Ask me any question you have about how to do something and I’ll answer it right away. I know how it is. We feel that this is the reason we […]

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Our story makes us who we are. Our choices make us who we will be.

Have you ever thought about these two statements? I have. What comes to my mind is how our story is made up of our past, while our choices determine our future.   Having the good fortune to have worked with college students for two decades with Southwestern Advantage, I’ve come to realize they are in a crossroads of finding who […]

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Help! I’m Drowning in Work and I Can’t Afford to Hire an Assistant!

So often busy sales professionals know they need a rock star professional office assistant, but because of bad experiences in the past, they often decide it is just easier to do it all themselves than to hire and train someone who may, once again, disappoint them. But can there be hope?  Absolutely! Let’s face it, most top producers can’t work any more hours […]

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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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Welcome to Kitty Barrow’s Blog

Welcome Entrepreneurs, Sales Professionals, Sales Managers and Business Leaders!  Kitty Barrow and “Success Starts Now!” Seminars – has been on a world tour and is getting outstanding reviews and results!  What kind of results are you looking for this year?   The conference which is designed for all salespeople will not only invigorate you, but will give you a ton […]

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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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