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  • Your Forward 40

    Guest Post By: Dave Brown

    This is a technique you can use forever. This is how I’ve become a prospecting genius and what I have learned to master over the years. The Forward 40.

    When it gets time to make those calls, and you don’t know who to call, your momentum gets squashed. To keep things from falling apart, make sure you stay in a positive mindset and always allow yourself to continue to grow. It can be done with one 15 minute day-defining task!

    Focus on getting YOUR FORWARD 40.

    What is this? It’s the 40 people you make a note of to call the next day. At the end of the day, plan your day with those 40 people you need to contact or see the next day.  That list will be the first 40 people you will reach out to. Put it in a spreadsheet or write it down, so when you get up to start your day your mind is already aware of who you’ll be talking to and what it will be about.

    40

    Now, don’t be thinking 40 is just way too many. Say you only get to 10 of those calls and were really successful, you already have 30 for the next day on your list. There’s an upside! Say you’re even more brilliant and do get to all 40, wrap up that day by making another list of 40 people, and continue that momentum and positivity in prospecting the next day. Set yourself up for success! This is an incredible way to keep your head in the right place and get to as many people as possible.

    Your prospecting nugget for today:

    With prospecting, every day you have a choice, to either make an excuse or find a way.

    The best of us will find a way. So many excuses exist that try to keep us from finding a way. When you have your Forward 40 in gear, you will not have an excuse. Find a way, go get on that phone, get to prospecting, and go be as great as you know you can be!

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • My Customer Wants to Cancel. Help!

    Guest Post By: Dew Tinnin

    Dew, I just got a call from my customer; he wants to cancel our contract. How do I recover?  -Josh

    Josh, when your customer wants to cancel, that dreaded “buyer’s remorse” call is one of the worst calls to receive in your sales career. Usually when I get this question, it has more to do with sulking over the lost deal, not trying to re-sell it.

    When your customer wants to cancel, the deal can often be saved. You just have to CREW them. CREW is one of the sales ninja techniques we use at Southwestern Consulting and it works phenomenally. So instead of sulking over a lost deal, spend 5 minutes on this technique and then call your client back and CREW them.

    crew

     

    Use these 4 steps when a customer wants to cancel:

    • C – Calm them down: Use the Feel, Felt, Found technique here. Agree with them and let them vent; then move on.
    • R – Resell the product: There was a reason they meet with you and committed to the deal in the first place. Remind them of their pain and resell the product.
    • E – Explain the situation: Use this time to explain the situation. Because of the contract, it may not be possible for your customer to cancel.
    • W – Work out a way: Don’t lose a current customer or burn a bridge. If they still say no, it may be just a “no” for today. If you’ve done your job well, they’ll come back to you!

    The cancelled sale can be one of the toughest things to recover from emotionally. I know how it is: you thought the sale was a done deal, you had already poured the champagne and (mentally) counted your commission!

    I hear this story from my coaching clients all of the time. Many times, the customer wants to cancel at the end of the month, causing a missed sales target. All too often, the salesperson allows this to put them into a funk, which then causes them to miss their targeted numbers for the rest of the quarter.

    Instead, ask questions to understand their why behind canceling, and work out a way. If in the end they still end up canceling, then pick yourself up and pick up the phone. Nothing cures a lost deal with another booked appointment to replace it!

     

    Dew Tinnin is a partner, consultant, and executive sales coach with Southwestern Consulting. As a coach and consultant, she splits time between one-on-one coaching (with sales professionals, managers, and business executives)  and consulting with sales managers and business owners about the services Southwestern Consulting™ offers to help increase sales and grow their business. Visit Dew’s website at http://salescoachdew.com/


  • An Easy Fix To Help You Close More Sales

    Guest Post By: Kitty Barrow

    One of my coaching clients (we’ll call him Bob), was completely frustrated with his closing percentage. He was doing his 5-step Introduction as we had scripted it out. He was building trust and rapport a lot quicker. He was able to modify how he presented based on why they said they would buy in the Introduction.  Yet his closing percentage hadn’t increased much and he couldn’t figure out why.k1

     

    Because Bob is a great student of his game, he recorded his presentation for us to review. As we listened together, within 10 minutes we were able to figure out where he was losing the sale.

    Does this ever happen to you? Do you ever sit down with a prospect. You know they need your product/service. They say that they need your product/service. You still aren’t able to get them to move forward at the end of your conversation? Do they end it with things like, ‘let me think about it’ or ‘call me in 6 months’? When this happens, does it drive you nuts?!?

     

    Screen Shot 2015-10-26 at 8.53.25 PMWhat we discovered when listening to Bob’s recording was that he was making one of the most COMMON mistakes of all sales people.

    What is that?

    When asking them about what they needed to ‘alter or change’ about their current situation, often they would speak of their pain. Then Bob responded like most sales people. He said, ‘Ok’ and moved on to the next question. ALL HE SAID was ‘Ok’ and moved on!!  Bob didn’t dig deeper into the pain of their current situation. Bob admitted that since they spoke of their pain, then he thought they understood their pain. Plus, he is a sales person and like most sales people, Bob wants people to like him.  He thought that if he got them to speak of their pain, then they wouldn’t like him.

     

    Here are 2 important rules that you MUST understand when asking your prospect about their pain:

    1. You must get them to talk more about how this pain is negatively affecting their life until they have some emotion tied to it.  They will NOT change their situation without the emotion.
    2. You did not cause their pain! You did not cause their pain so why would you think that digging into a pain that they have would cause them to not like you?!? If anything, once you help them realize how much it is costing them to stay in that situation and you offer a solution, you are going to be their savior. Think of it like being a ‘doctor of selling’. If you go in the doctor’s office and they ask, ‘where does it hurt?’, are you upset with the doctor that they want to know all about the pain and where and when and how? Of course you aren’t!

     

    The good news is that Bob was able to start digging into the pain revealed by his prospects and his closing percentage soared! Bob was making more money in LESS time. This is just one of the cool ways that we are able to help our Top Producers Edge Coaching Clients with their Time Management.

     

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    A couple of questions that you can try the next time your prospect shares what they would like to alter/change with their current situation:

    • Mmmmmmm….. (just respond with a deep ‘mmmmmm’ letting them know that you feel their pain and they will often keep elaborating more)
    • Tell me more….
    • Is that frustrating?…..
    • Wow, what is the cost of that?….
    • How is that affecting you?….

    STAY HERE with your prospect until you are sure that they FEEL the frustration of their current situation before offering the remedy. And OF COURSE, the remedy is your product/service!

    After trying this out, please email or comment below with your results!

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • Bouncing Back Quickly

    Guest Post By: Gary Michels

     

    Confidence and great self-esteem is sexy and attractive, and fear, negativity and low esteem is not appealing at all. It certainly doesn’t get you ahead in life. When these types of unattractive behaviors take place, whether it is because of failing to hit a goal, a loss of some sort, a disappointment, a letdown, or even a small or large sickness of some sort, there is nothing more powerful than an attitude of BOUNCE BACK FAST! (BBF) Let’s think about the other option for a second of Bounce Back Slow. Of course, that is better than Bounce Back Never!!!

    So what are some things we can do to bounce back quicker than slower in both our business and personal lives? Have the proper self-talk. Are you reading daily affirmations 4-6 times a day as to pour into yourself thoughts that will require you to put the proper action into place? If we don’t replace the negative thoughts in our head with positive ones when there is a reason of some sort to bounce back the process will take longer. An example would be, “This is really hard to get over this huge setback.” Instead one could say, “I am a person that bounces back quickly from adversity and always come through stronger and better than before.”

    Surround yourself with positive and supportive people. I am always asking myself when I enter the room, am I a supportive loving, caring, enthusiastic being, inspiring and making things better for the people around me. If you surround yourself with as many people like yourself as you can, I guarantee you your BBF (Bounce Back Factor) will be better and quicker.

    Have a clear vision and mission in life. If the purpose and mission are strong enough and your “WHY” is powerful enough, you will do anything it takes to bounce back. If you have a goal of making a certain amount of money in a certain time period to be able to pay for a home, and knowing you couldn’t do it would let down the entire family, your BBF would be much quicker.

    What is your vision and why you exist every day? Have a healthy mind and body!! What we deposit into our mouths and our head pay great dividends. Are you eating healthy most of the time and setting aside time to get the proper exercise? Are you reading or listening to podcasts, books on tape, etc. to consistently be pouring fresh and exciting ideas into your life. Have some sort of faith and hope that you believe in and refer to on a regular basis. Believing that we are part of a bigger plan and that the future ahead of us will only be getting better is key to bouncing back quickly. Having the belief that in every setback there is a reason it happened and will make us stronger to deal with failures and setbacks in the future.

    The opposite of BBF to me is what I call the PLOM Disease. (Poor Little Old Me). I choose to not burden myself or others around me with my challenges. BBF is my only option. How about you?

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.

     


  • The Two Types of Motivation to Know About

    Guest Post By: Emmie Brown

    Most of us are motivated by contests and incentives or earning recognition. We like to work towards goals. This type of motivation is called “Toward Motivation.” There’s another very powerful type of motivation that often gets overlooked. “Away Motivation.”

    Let’s say it’s 3 o’clock in the morning, on a very cold night in early spring, you’re laying in bed and your phone rings. Your buddy down the street is calling you to say, “There’s a big sale happening at the end of the street. They’re selling patio furniture and grills for really cheap. I know you really wanted to buy those. Come down here now!” And you’re thinking, “It’s 3 o’clock in the morning why would I get out of bed?”

    Let’s look at another example. In this scenario, you’re laying in bed at 3 o’clock in the morning. It’s freezing cold, and you get a phone call from the same buddy who says, “Hey, there’s someone on your back porch stealing your patio furniture and your brand-new grill!” Would you get out of bed? Most people say they would pop out of bed and chase the thieves out of their yard right away! “Away Motivation.”

    Everybody is motivated a little bit differently, but typically the fear of loss is an even more powerful motivator than excitement for gain. We overlook the type of motivation called “Away Motivation.” We are away motivated when we are trying to avoid consequences.

    Here is an example in your business realm. One of our clients was having a really hard time asking for referrals. He would either just forget to ask, or often times would not ask because he was afraid to. We really needed to get him to ask for those referrals. Now we have the “Toward Motivation.” The opportunity to earn more business, the opportunity to get more results and get mores prize. But this really wasn’t motivating him. We needed to put that “Away Motivation” in place. What we did for him was ask him who was someone that he really did not like. Unfortunately, he really didn’t like his assistant. This person wasn’t his assistant by choice, this was a company chosen assistant that was decades older than him, didn’t report to him, and didn’t respect him in his eyes. So, what we decided to do was every time he forgot to ask a referral he had to write her a check for $50. He had to tell her he was giving her that because he didn’t do what he said he was going to do. That was embarrassing enough to him that it only took one time of forgetting to ask for referrals, and he never wanted to experience that again.

    Think about this for yourself. What are some consequences that you can put in place that will help you to be more motivated and hit your goals? Would it motivate you to have to donate money to the political party you are not a fan of? Would it motivate you to have to cancel a trip if you don’t do what you say you will do? Would it motivate you to give sales to your competitor? Think about those consequences, put them in place, and watch how things will change for you.

    We need to have consequences in place, not just rewards in order to sufficiently motivate ourselves. Make sure you have “Toward Motivation” and “Away Motivation” in your plan to achieve your goals!

    What are some things that have helped you? Share here, tweet me @emmie__brown

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.


  • When No One’s Looking, Be Like Mike (Phelps!)

    Guest Post by: Dew Tinnin

    Oftentimes, self-discipline boils down to what you do when no one’s looking. Want to see what real self-discipline looks like? Check out this recent Under Armour ad:

    Even though I’ve never been a competitive athlete, I’ve come to realize that many of the best motivational videos are centered around elite athletes. I get it. I admire the motivation and self-discipline it takes to be an athletic champion because it takes a lot of those same qualities to have an elite career in sales.

    A successful career in sales is not for the faint of heart. It takes a lot of hard work when no one’s looking or telling you what to do. Nobody cares about your career or your success as much as you do. Not your boss, not your mentor, not even your family – just you. That’s why self-discipline is so important.

    Your self-discipline (and attitude) can make or break your next sale. Your self-discipline – what you do TODAY! – can make or break your month, your quarter, your entire year. A career in sales isn’t a 9 to 5 job, it’s a do what it takes job.

    What’s Driving You?

    Make sure your discipline is working for what is truly most important to you. It takes discipline to step away from a personal social event to answer a call from a client. It takes an equal amount of discipline to ignore that call when you’ve dedicated the night to your family.

    Maybe this is your year to take your income from $60,000 to breaking 6 figures for the first time. Maybe this is the year you jump from $120,000 to $200,000. Or maybe you’ve even found the way to hit $325k, $500k, $700k or maybe you might just be one of the elite few to finally reach a million. Whatever you desire, it’s possible in the sales industry. But more than anything else, it’s going to take discipline.

    You’re going to have to dial when you’re not in the mood. You’re going to have to shake off the loss of the dreaded buyer’s remorse phone call right before going into the biggest presentation of your career. And yes, you may have to run back to your hotel room during a relaxing beach vacation to process your own deal – or save a deal that’s gone sour. It’s just what we do. We do it because we love our clients. We do it because we want to win. Because sales is in our blood. It’s who we are.

    Michael Phelps may be one of the best athletes that we’ve seen in our lifetime, but it’s because of his self-discipline that he’s stayed on top. And while he has a coach to hold him accountable to his goals (just like you should in your sales career), he still has to do it on his own.

    When No One’s Looking

    When no one’s watching, what are you doing? Are you dialing? Are you prospecting? Are you studying your sales scripts? Are you practicing and perfecting your sales presentation? Are you reading books, listening to podcasts, and reading blogs to hone your craft? Are you practicing self-discipline?

    I sure hope so. Because I guarantee you there’s a competitor of yours out there somewhere who is.

    Until next time – go sell some stuff!

     

    Dew Tinnin is a partner, consultant, and executive sales coach with Southwestern Consulting. As a coach and consultant, she splits time between one-on-one coaching (with sales professionals, managers, and business executives)  and consulting with sales managers and business owners about the services Southwestern Consulting™ offers to help increase sales and grow their business. Visit Dew’s website at http://salescoachdew.com/


  • Fuel Your Fire

    Guest Post By: Rory Vaden

    It’s easy to look at other people’s success and be jealous.

    Sometimes it’s not even envy that shows up, but more of just frustration with your own situation or your own progress. Because you see where they are and you know that you’re capable of the same thing.

    But that gap of dissatisfaction doesn’t necessarily have to be a bad thing. It can be incredibly compelling and highly motivating for you on your journey.

    You just have to remember two things:

    First, other people haven’t taken the same route as you have to get where they are. They may have been more focused, had different mentorship, more specific training, or just plain started earlier than you did. And you can’t compare your chapter 3 to someone else’s chapter 9. Instead, you can gain perspective by evaluating the “trajectory” that you’re on.

    Don’t compare where you are today to someone else’s yesterday. Think about where the course you’re currently on is going to lead you. Very often you will find that if you are making good choices now, that you are inevitably headed toward the same eventual destination.

    Secondly, and more importantly, you have to quickly realize that there is no benefit in wallowing in what you do not have.

    It brings no value to your life to think about what you have not yet accomplished.

    And it does nothing to speed up your progress by looking at what others have achieved that you haven’t yet.

    Unless…

    It drives you and inspires you to do the only thing you can do: work.

    As soon as you realize there’s more you want to accomplish, then you should immediately activate.

    You go to work.

    You decide that you’re not ok with that gap.

    You decide that it’s not acceptable for you not to achieve those same things with your life.

    And you decide that you will find a way to do whatever it takes to accomplish those achievements that you want.

    It’s not about what other people have that you don’t.

    It’s about seeing other people’s accomplishments that you believe are meant to be possible for your own life too.

    And when you see them, you feel that gap. You feel that dissatisfaction. You feel that space that you were meant to fill.

    You don’t get jealous. You don’t get envious.

    You simply get to work.

    Self-Discipline Strategist Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today, and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting™, a multi-million dollar global consulting practice that helps clients in more than 27 countries drive educated decisions with relevant data.

    Additionally, as the founder of the Center for the Study of Self-Discipline (CSSD), his insights on improving self-discipline, overcoming procrastination and enhancing productivity have been featured on Fox and Friends, Oprah radio, CNN and in Fast Company, Forbes, Inc and Success Magazine.


  • Are You a Manager or a Great Leader?

    Guest Post By: Kitty Barrow

     

    leadership1-248x300Favorite pieces of leadership advice when running a 1000+ team was “You can’t do for 1 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 so that you aren’t running around putting out one fire at a time?

    Recently, I was working with one of my amazing coaching clients who is a future Area Manager with Wells Fargo Home Mortgage, Karli Spahr. She is growing to a 23 person team and has brought in 7 new people in a few short months in 9 different branches. In order to get people trained and successful, she is working on a systematic way to ensure they are all getting the right training in the right order and that they know where to look for help if she isn’t available. Here are a couple of issues that she is dealing with and how she decided to deal with them. I hope this helps you think of ways to deal with what is stealing your leadership time every day as well. Comment below with your ideas.

    Issue #1: New loan officers constantly coming to her with questions about different loans.

    Solution:

    1. Put together an onboarding system that includes a chart showing the entire loan intake process from start to finish and who will have the answers in different areas.

    2. Compile a list of the most commonly asked questions and add them to the training material.

    3. Partner with more experienced loan officers for certain types of questions.

    Issue #2: Loan Officers scheduling meetings for her to go with them to visit real estate agents at all different times during the week.

    Solution:

    1. Share her schedule with everyone the week before with the times she is available for going with people and they are to sign up first come first serve.

    2. Create a script and outline for how to meet with real estate agents and words to use. Train on this so that they learn how to do it for themselves.

    Issue #3: She plans her schedule every week, but she never gets to keep to it because people are always calling her and popping in to ask questions.

    Solution:

    1.Do a sales meeting where she teaches them what she has learned in coaching about time management and setting a weekly schedule.

    2. Share her schedule every Monday by 8 a.m. with her team.

    3. Let her team know that this is her schedule and when she is available and what they need to do if they have a question when she is not available and what constitutes an emergency that would be cause for interrupting her schedule.

    Since we have been coaching together, we have been working on a ton of issues just like this that bother sales leaders every single day. Why do that? So you, as the leader, can make the time to do the things that will have a significant impact in growing your business and your people. Instead, so many sales leaders spend their days running on the hamster wheel and wondering why they are frustrated and overwhelmed.

    It’s not hard to be a manager, but to be a Great Leader who runs a well-oiled organization that positively impacts your clients and the lives of your employees, it takes a lot of thought and preparation. So which are you today, a manager or a Great Leader? If you’re not a Great Leader, what are you going to do today to change that?

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate.


  • How to Take the Pressure Off

    Guest Post By: Dustin Hillis

    We live in a world of unmet expectations. We are consumed with struggling through the daily grind to be successful, or stripping away stresses to find our inner-self and calmness, or indulging in everything life has to offer to just be happy. We feel “less than”, pressure, and frustrated when we don’t achieve what we are longing for. We make an idol of success, tranquility or happiness.

    Tim Keller said it best in his book Counterfeit Gods, “When an idol gets a grip on your heart, it spins out a whole set of false definitions of success and failure and happiness and sadness. It redefines reality in terms of itself.”

    It’s mind-boggling how some of the most successful people I know are so full of insecurity and self-doubt. The outside world thinks these people are the most successful people who have it all together, and the reality is they are freaking out on the inside and putting too much pressure on themselves. I remember feelings of extreme pressure that I would put on myself, and thoughts of being less than no matter what I accomplished or achieved.

    I’m sure you’re asking yourself right now, “this sounds good, but how in the world am I supposed to do this?”

    Here are 3 Ideas on how do we take the pressure off:

    1. Take a reality check. Ask yourself these two question:

    ♦  During your idle time, where is your head at? What do you literally think about when you are left by yourself?

    ♦  If you were 100% honest with yourself, where are you at emotionally?

    2. Find the root of the problem. Typically, there are three main root issues that cause us to put too much pressure on ourselves.

    ♦ “Comparison is the thief of all joy” – Any time we compare ourselves to anyone else, it creates pressure. There will always be someone else who is better, faster, better looking, stronger and smarter. We are all inadequate to everyone at something.

    ♦ Not having fun. – Your attitude is a choice. Your energy level is a choice. Choosing to have fun and be joyful in every single thing you do every single day is a choice.   Most people live in a reactionary state. They just let things happen to them and just think “woe is me”, or they take themselves so seriously they leave no room to simply have fun.

    ♦ Feeling like a failure. – Feeling like a failure is the granddaddy of all root issues when it comes to putting too much pressure on ourselves. Failure is part of life. No one is perfect. Anyone who expects to be perfect at anything will be guaranteed to feel like a failure because it’s impossible to be perfect at anything over a long period of time. At some point, we will all break. Often, it takes us reaching our breaking point to be able to accept our brokenness and dig down to the root of our problems.

    3.  Focus on Unconditional Confidence.

    In Maslow’s hierarchy of needs, the highest level is “self-actualization” which focuses on morality, creativity, spontaneity, problem solving, lack of prejudice and acceptance of facts.

    aa_maslow

    The difference between Maslow’s “self-actualization” and Unconditional Confidence is that Unconditional Confidence cannot be found inside yourself. Unconditional Confidence is not a goal or something you achieve. Unconditional Confidence comes from an understanding that you were created for a higher calling. You were created to die to your selfishness, and your highest achievement in life is to love, serve and care for other people. Another great book by Tim Keller – Every Good Endeavor – does an excellent job at describing in detail how to have Unconditional Confidence.

    There are three types of confidences and our goal is to strive to be Unconditionally Confident.

    1. False Confidence – Faking it until you make it has its place and time. However, we need to quickly get ourselves out of a false confidence state once we embark on trying something new. False Confidence is saying you’re going to do something or thinking you are good at something with no real evidence to back it up. There are plenty of people out there who say “I could have done that if I really wanted to” or “I’m going to be number one.” Etc.

    2. Conditional Confidence – Conditional Confidence comes into play after we’ve set the stage with our False Confidence. We’ve set an expectation for ourselves that we are supposed to be a certain way or accomplish certain things, and then when the results are less than what we hoped for, we feel defeated and less than. Conditional Confidence is contingent on results. If we win, we feel good. If we lose, we feel pressure. Conditional Confidence is equivalent to the 4th level of Maslow’s Hierarchy of Needs – “Esteem: self esteem, confidence, achievement, respect for others, respect by others”. Most of us get stuck with Conditional Confidence our whole life.

    3. Unconditional Confidence – People who are Unconditionally Confident have figured out their purpose in life and what they are called to do. Once we have figured that out, we then get to work every day knowing we are making a difference in the world through our work habits, not our results.

    If taking the pressure off is something that you need to focus on, print off this quote and read it aloud every day for the next year:

    “I do not expect success all the time, but due to the belief in my gifts and God-given abilities in addition to my knowledge and acquired skills, I can be fearless in the moment. In reality, self-worth has nothing to do with the outcome. So when the pressure comes, I cannot hesitate. Knowing sometimes I will do well and sometimes I won’t, regardless, I know failure is temporary and success will happen with perseverance.”

     

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • Showing Up, Even When it Rains

    Guest Post By: Gary Michels

    When it rains and the weather is miserable, why do so many people mentally shut down and make excuses as to why they cannot produce? The same 24 hours still exist and most people still work unless it is physically impossible to do so. Why not let rain and bad weather have a meaning to you? Have it be success!!! When most people will have the attitude of scarcity and lack of good perfect conditions, why not use this time to gain the COMPETITIVE ADVANTAGE? Use these times to get a head start on the rest of the world. Use this time to be completely focused on being focused! Look forward to these situations and have a game plan already set up for what you want to get done on days and times that are not the perfect situations.

    rain2

    We know that this year the El Nino is supposed to affect many of us. Say to yourself,  “This is going to be my best day, week, month ever!” Have affirmations like, “When it storms, it is like me to have my best days ever.” Whether for you, it is more dials, contacts, appointments set, sales made, referrals achieved, or more accomplished, have the stormy days be your best days. It all starts with what you say to yourself when you talk to yourself and how you plan and prepare for the situations to happen.

    I will not be one of those that takes the day off and goes to the movie instead. I couldn’t believe how packed the movies were today when meeting a client at Starbucks next door. When leaving the guy in the car next to me told me the theatre was packed. It was 1pm on a Wednesday. I asked him, doesn’t he have to work? He said it is just hard to get into to it on a rainy day like today.  He said he sells insurance and nobody is really doing much in the office today. I asked if he is rated on what he does compared to others and against a plan. He said yes to both. I then said, “Why are you not using this time to get ahead?” He looked at me with glazed eyes and finally said, “I have to run…I have some getting ahead to do!”

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.