Archive for the ‘Southwestern Consulting’ Category

Feedback

“There is an element of truth in every piece of constructive feedback.” In my book Navigate, I write about the 4 different buying behavior styles and how psychologically buyers make decisions based on their fears. – The Fighter’s biggest fear is “losing control.” – The Detective’s biggest fear is “making a mistake.” – The Counselor’s biggest fear is “change.” – […]

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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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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: When Should You Be Thinking?

When should you be thinking? There are 3 times that are optimal for thinking. 1. The best time for thinking is during a scheduled time that you have set aside to plan out your day, week, month, or year. One of my Sales Management Performance Coaches (Chris Samuels) gave me a valuable piece of advice. He told me “Dustin, successful […]

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Top 5 Things To Look For In A Job

Southwestern ConsultingTM has been helping people reach their potential in over 35 cities across the world from London to Los Angeles by training, motivating, coaching, and consulting top sales professionals from every different arena. We have trained the #1 Remax broker in the nation and the #1 Keller Williams agent in the nation. We have coached the top 1% of […]

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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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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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