Archive for the ‘Uncategorized’ 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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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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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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P.T.D

Madam Toastmaster, members, guests… It all started out so innocently..she was such a cute little baby. She cooed, she smiled, she hardly ever cried. She was just so much fun! My little baby doll. I could dress her oh so cute and all my friends would rave about my superior ability to choose the cutest clothing for her. She and […]

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The Power Presentation

The Power Presentation  Do you ever wonder how you can do your one presentation to one person and the sale is easy. Then you repeat that exact same presentation to another other and it falls flat? This baffles sales people every day. Often the average producer will attribute  it to the fact that the non-buying prospect is just dense (that […]

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The Self Esteem Trap

Guest Post By: Rory Vaden Results are important, but you are not your results. And there is a great risk in attaching your self-esteem to your results. The risk is that if you allow your self-esteem to be determined by the results you are experiencing, then it will always be volatile as it fluctuates with the inevitable ups and downs […]

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3 Steps to the Art of Growth

Guest Post By: Dave Brown Let me fill you in on something that has been life changing. Most of you know my background with selling door-to-door with Southwestern, now hitting the phones with Southwestern Consulting. Well, at one point things got stagnate. I wasn’t sure what was going on, and I felt like nothing was moving forward. Have you ever been there? […]

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Wholistic Employee Well-Being: 3 Reasons There’s No Alternative in 2017

Guest post by Barron Rosborough from SnackNation If I had a nickel for every time I heard an anecdote about someone’s father or uncle or non-descript father figure slaving away at their desk, coal mine, or smelting factory job for decades to support their family because “that’s just what you did back then”, I’d be retired by now. All of […]

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Learning to Communicate Within Your Company

A study conducted by Southwestern Consulting back in 2012 found that adding more marketing and data into presentations can help establish a company as a thought leader. Even though this was conducted five years ago, it is still considered statistically valid. Many of the key findings have been outlined below. KEY FINDINGS: 65% of people quit their goals within 30 […]

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Ice Melting Lines

Guest Post By: Dave Brown Have you ever felt a little awkward after that first five seconds of an initial sales conversation? Using those “Hey, how you doing?” mundane type of initial phrases that lead to you just talking over your prospect and not making a quick connection. I hear and see it all the time! Everyday initial conversations starters […]

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The Secret of Being Enthusiastic

Guest Post By: Dave Brown In 6th grade I did my first ever speech competition. I did it because of Mrs. Bridges. She signed me up, without me knowing, and said, “Dave, you’re going to be phenomenal at it.” The speech I was doing was titled, “How The Camel Got It’s Hump.” I remember it was my first year in […]

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The Secret of Being Enthusiastic

In 6th grade, I did my first ever speech competition. I did it because of Mrs. Bridges. She signed me up, without me knowing, and said, “Dave, you’re going to be phenomenal at it.” The speech I was doing was titled, “How The Camel Got Its Hump.” I remember it was my first year in middle school down in Texas […]

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Using Your Cell Phone For Referrals

Some people don’t get enough referrals. It could be because they don’t ask for referrals. They may also have some weird or even passive way of asking. Then there are ways of just not asking effectively. For example, “Here’s my business card, if you can think of anyone, let me know.” Or, you they may ask, “Do you know of […]

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Excellence is its Own Reward

Excellence. This is short and sweet today because I simply want to encourage you to give today your all. I believe excellence is its own reward. We must be the best us to grow and become better people, leaders, and providers for our clients, friends, co-workers, and family. Bring our best version of ourselves and allow others to see what we […]

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