Training Topics

We help you grow your revenues, improve your team productivity, and scale your salesforce by introducing our simple and time-tested methodology. Imagine having a highly skilled, incredibly organized, and enthusiastically motivated sales team that actively prospects, closes, and generates referrals and repeat customers for your business!

We help you accomplish that by training them in 3 key areas:

SKILLS

We train your team how to generate more referrals, identify prospects’ needs, adapt to and manage objections, and become more powerful at asking for the sale.

 


SYSTEMS

Better time management, territory strategy, customer tracking, and prospect follow-up are just a few examples of the types of systematic improvements we can help you get implemented with your team.

 

 
SALES MOTIVATION

We provide your salespeople with actionable tools, and tips for overcoming call reluctance, working through fear, setting goals, defeating procrastination, having a positive attitude, and staying focused on income-producing activities.

We help your entire sales organization form the right habits in each of these essential areas, which ultimately leads to elevating your sales!

Testimonials

Fernando Hernandez, Care Patrol

Your mission, your vision and the genuine desire to change people’s lives has breathed new life in me. For the first time in my life I feel like I am in control of my future.

Mark Cleve – Tom James Clothier

I have had a 51% increase in personal production .... you get out of it what you put into it. I have earned 20 times what I invested and I am LOVING every minute of it!

To learn more about how we partner with you to elevate your sales :

Request a free consultation

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Recently Published

How to Recruit and Scale a Sales Team with Dustin Hillis – Episode 219 of The Action Catalyst Podcast

  On a recent episode of The Action Catalyst Podcast, I was interviewed on the topic of “How to Recruit and Scale a Sales Team”. This is an action-packed episode that you will want to listen to discover principles of scaling a sales team. Highlights: When scaling, duplicate your best practices. @dhillis It is the proven systems that are scalable. […]

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Being Positive vs. Positive Self-Talk

The wealthiest man I know once told me the key to success is having amazing self-talk. I remember feeling disappointed when receiving this advice over a nice dinner. What a conundrum that I’m getting advice from the a man who was featured in Forbes Magazine as one of the most successful people alive and I’m having a negative response to […]

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Letting Go of the Uncontrollable

Donald Miller says in his book Scary Close, “the root of sin is the desire for control”… and “the root of control is fear.” The fear of losing control is a powerful driving force that causes us to behave in variety of crazy different ways. For some, this fear manifests itself by self-promotion and being self-righteous with the thirst for […]

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Fearless

May 25th, 2015 – Memorial Day. Thank you to all the men and women who have valiantly made the ultimate sacrifice for our freedom. This blog is dedicated to you. Fearless The free world is not run by oppressive dictators because of the bravery of the individuals who fight against the tyranny of evil. Some of my best friends and family […]

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How to Embrace Failure

Most of my life I’ve wasted exorbitant amounts of energy trying to overcome my failures and manage my brokenness. I have fled from my failures, tried to hide my mistakes and put on a fake smile to mask my pain and regrets. In the book The Furious Longing of God, Brennan Manning provides keen insight into how God’s mercy is […]

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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 Remember to Ask for Referrals

Working hard or working smart…which one do you prefer? The answer, really, should be both. At Southwestern Consulting we coach thousands of salespeople in every different industry.  What we have found is that it doesn’t matter what industry you are in, working hard and working smart is the difference between a top producer and an average producer. The 2 key […]

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3 Keys To Survival

3 Keys To Survival Back when I lived in Anchorage, Alaska, my dad wanted to take me and my little brother fishing.  My dad loves fishing the hardest possible way.  We woke up early one morning and went to a float-plane charter.  My dad insisted that we go to the most remote lake possible, that nobody had ever been to.  […]

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You Cannot Teach What You Don’t Know & Lead Where You Won’t Go

Those that cannot do, teach. The world is hypersensitive to hypocrites.  The idea of someone telling me what to do that doesn’t practice what he or she preaches makes me cringe.  Kids see hypocrisy in their parents when the parent tells them to not cuss, meanwhile the parent cusses away.  Salespeople see hypocrisy in their sales manager when he demands […]

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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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Efficiency and Effectiveness

Efficiency and Effectiveness My father-in-law, Jack Grady, loves telling the story about when he asked his daughter (my wife Kyah) to vacuum the stairs. He recalls that an hour after her working hard at vacuuming she reported back to him that she was finished. Upon inspection, he found that she had missed several spots and made her do it again. […]

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Focus Is Power

Focus Is Power Problem: We think when we should be acting, and we relax when we should be thinking.  I recently was in Ohio working with one of our Southwestern Consulting™ coaches named Karla.  Karla’s husband is a farmer.  We were discussing how during the harvest season her husband is absolutely focused on harvesting their crops and nothing else. In […]

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4 Types of Leadership

4 Types of Leadership How to be a Navigate Leader Recently, I was riding in the car with a consulting client field shadowing and listening to him coach his newly-acquired team.  He is a classic Top Producer who was promoted into sales management without any leadership training.  (I see this happen all the time!  Why do we put so much […]

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5 Types Of Decision Making

5 Types of Decision Making How to make a decision is simple, but actually keeping your decision-making process simple is not easy.  Decisions are made every day.  Some decisions are big decisions, some are small. Some decisions will change the trajectory of your day, while others will change the trajectory of your life. With so many decisions to make, how […]

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Comparison Is The Thief Of Joy

Comparison causes stress, frustration and ultimately limits people’s belief in what they think is possible. It takes an extreme amount of self-control and mental toughness to not compare yourself to other people. Think about it.  When was the last time you had any of the following thoughts: “I would be doing much better if I had Mary’s territory” “I’m doing […]

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Southwestern Company / Great American Ranked In Top 5,000 Companies In America

http://www.inc.com/inc5000/profile/southwesterngreat-american Inc. Magazine recently ranked Southwestern/Great American as one of the top 5,000 companies in America. For more than 30 years, Inc. has celebrated the fastest-growing private companies in America. To be honored this year is a particularly notable achievement. To rank among the 2012 Inc. 5000, Southwestern had to thrive through three of the toughest years this economy has […]

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7 Steps How To Ask For Referrals

The confidence in asking for and expecting referrals comes from the knowledge of what to say. When it comes down to it, the core of why people don’t consistently ask for referrals at every single opportunity and expect to get five or 10 referrals from every person they meet with is because they’ve had a bad experience from asking. That […]

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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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Creating Momentum in Closing

Does this frustrating situation sound familiar? You get to the end of your presentation and ask, “What do you think?” or “Do you want to move forward?” Then, your prospect responds with “Sounds good, but I’ll need to think about it.” Maybe you did not get the prospect to move forward because you did not create enough momentum to get […]

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The 2 Worst Days in Your Life

In my previous writings, I’ve introduced you to various friends. Friends like Commitment, Discipline, Gratitude, Consistency, and Resilience. They are some of my very best friends and I plan to introduce you to more in the future. But today I want to introduce you to my two worst enemies: TOMORROW & SOMEDAY What prevents people from truly being the best they can […]

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