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  • The Two Biggest Scheduling Mistakes That Ruin Productivity – Part 1

    Guest Post By: Kitty BarrowThe-Two-Biggest-Scheduling-Mistakes-That-Ruin-Productivity-Part-1

    Today I was working with an amazing coaching client who is a 23-year veteran salesman and sales leader. This client is in the top 10 in the world when it comes to personal and team production, but lately, he hasn’t had the time to make his prospecting dials. He mentioned he has been spending a lot of time working on his leadership skills and his team and every time he does this, his sales seem to suffer. This is a common complaint of Producing Sales Managers, isn’t it?

    My client had plenty of hours of ‘dial time’ written in the schedule that he preplanned, so I was curious why ‘dial time’ wasn’t happening.

    He also admitted that as different things came across his desk he would stop what he was doing to focus on those things, letting them distract him.

    After truly analyzing his schedule, I noticed two mistakes that many coaching clients make that can throw off our schedule, cause a lot of stress, and ruin our productivity if not corrected.

    What’s crazy is these two things are SO SIMPLE to correct, yet so EASY to forget.

    The solutions for these mistakes are simple, but I can’t stress enough how easy it is to overlook them. So, I am going to give each mistake its due diligence. We will only be covering the first mistake in this blog post, and I will share the second mistake in a later post.

    The first mistake my client was making is that his schedule wasn’t ‘real’.

    This happens often with people. They plan out their week so that it looks ‘perfect’ but there is little to no room for reality. There are always unforeseeable things that will happen during the week, but some things are often just missing from schedules. Things like:

    Drive time

    Many of my clients must be Star Trek fans and have a relationship with Scottie.

    Email time

    It’s always fun to pretend that we never have to answer emails.

    Emergencies

    Unless you sell pacemakers, there aren’t too many TRUE emergencies in business that can’t wait at least 2 hours to be handled. We all like to live in a dream world where everyone else in the office always solves their own problems and never need to come to us for help, that dream world has yet to exist.

    Paperwork

    While we should be delegating as much as possible to another personality type who really loves to do paperwork, we can’t pretend that we will never need to do any paperwork yet so many of my clients never have time built in their schedule for this.

    If you are planning out your schedule every week but you find yourself consistently unable to follow it, then it is time to really analyze your schedule. Compare your actual work week to your schedule and look for things that are throwing you off-schedule. Once you have located those troublesome tasks you need to plan for it in your next week’s schedule or you need to ‘eliminate, automate or delegate’* it to someone else. (*verbiage from Rory Vaden’s book, ‘Procrastinate on Purpose’)

    See, a simple fix. You have to make sure you are accounting for those maintenance tasks that are so essential to keeping all the wheels turning, without sacrificing the crucial production time. Planning for these tasks will allow your production to be free from distractions which in turn makes for a very productive day.

     

    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 Bad Do You Want It?

    Guest Post By: Jay Wang

    Some want it badly, whatever “it” may be for them, success, a goal or a win. Some don’t. Others say they do but can’t seem to make things happen.

    Why is it that some people do and some people don’t? I do know, it just seems to work that way. A better question, however, might be what does it look like to want it more?

    Here’s some insight. My good friend, mentor and role model Rick Takahashi is constantly asking me and those he mentors “How Bad Do You Want It?” Rick and I first connected through our Surf Ministry called Water at The Rock Church in San Diego, CA. As the leader of our Men’s Group, I could go on and on about his character, heart for people and humility, but I will go with humility to introduce him. You see Rick has some credibility to lead a group of surfers because he is a USA Surf Team Rider. Yup, Rick’ is a humble guy, so I will brag on him a bit. In 2012, he had a perfect season, winning every contest in NSSA, including Westerns and Nationals. In 2016, he won 1st place in 10 National Finals! He is also sponsored by a slew of companies like Rusty Surf Board, Oakley and Dakine, just to name a few. All this to say, he is the best surfer I know and a Top Level Competitor!

    rusty_team_rick_takahashi

    Rick told me, “Jay, I just want it more than the next guy. I push for that extra mile in training and I do more! There are a lot of surfers that are more talented than me, but I know I just have to be better than the next guy for a few critical moments.”

    As a sales coach with Southwestern Consulting, I love to see the parallels one can draw from professional sports like Surfing to things like business success and sales.

    Three Keys I learned from Rick:

    Be Disciplined and Keep Good Focus! – Have specific goals and create a solid routine around that. Know that there will need to be a sacrifice! And if you can see the prize you will pay the price. Know what it takes to win! What are you going to give up to reach your goal? So many people want to do well, yet they are not willing to give up their free time. They still want to sleep in or just be comfortable. Many times you only have to sacrifice for a specific amount of time, like a season. Know when to push, because it pays to win.

    Hustle! – Train/study harder than the next guy! Have a healthy sense of competition because it’s real. In anything you do, if you’re not going to get after it, someone else is! Don’t compare yourself, but be a competitor. Note- it’s not just winning but how you win. Be Dominant!!

    The big one…

    USE YOUR BRAIN! – Hustle with your mind, not just your body. This is what it really means to be a student of the game. Don’t just study to study. Learn and study to have a competitive advantage. Have a winning strategy. Know how to play the game, know the rules and find out the best ways to win!

    Using your brain helps to take some of the emotion out of the equation. Don’t just react to the situation or event that is occurring. Slow down and think…what can I do better here? What can I control? What did I learn? What can I do differently?

    How many times do we go around in circles wanting to win or do better or overcome a challenge but never seem to gain any ground? Rick said so many surfers just do the same thing, they use the same board every time and they get the same results. He said, “I am constantly thinking… What is the best board to use? Why? Can I surf that spot ahead of time? What do I need to look for in the conditions? What tweaks do I need to make to have a competitive advantage? Etc.”

    Let me encourage all of you, use your most powerful advantage… Your Brain!!

     

    Jay Wang started selling with The Southwestern Company while in college. He was in the top 1% of sales producers and was able to sell, recruit and manage teams in order to pay his own way though school. After graduating with a degree in Business Management, he transitioned to managing multi-million dollar commercial real estate properties, achieving record-breaking occupancies. Since 2011, Jay has been traveling the country as a professional sales trainer and Partner with Southwestern Consulting.


  • 3 Natural By-Products of Staying in Touch with Your Customers  

    Guest Post By: Amanda Johns Vaden

    The most inexpensive way for you to get more business is to sell to existing clients.

    Existing clients are more likely to give you referrals to more potential leads. And it’s easier to up-sell an existing client when you do it for the right reasons and at the right time. In fact, studies have shown that it takes three times more money and effort to find new prospects as it does to just keep the ones you have. We’re going to share with you three reasons why following-up with clients is crucial and essential to the success of selling.

    Show Gratitude:

    • It’s important to follow-up just to say, “Thank you.” It’s amazing how those two little words can incredibly change the trajectory of your client relationship. When your customers know that you are appreciative and grateful for their business, it creates loyalty.
    • Whether you do it with a handwritten card, a gift, a phone call, or an email, just make sure that you are authentic and consistent when saying thank you. Never underestimate the power of the written word or hearing something on a regular basis.

    Minimize Buyer’s Remorse

    • Make sure that you follow-up quickly because the quicker you follow-up, the less likely someone is to change their mind.
    • You want to do it immediately upfront. You want to create that sense of urgency as if to say, “I am here for you and you made a good choice.”
    • Stay constant in your follow-up so that you can help address challenges before they ever become problems. If you follow-up on a regular basis and you find out things aren’t working, whether their prices increased, their policy changed or taxes are going to be higher on something, whatever it is, if you catch it, you’re just doing them a service. But if they catch it, it’s a problem.

    Gain Word of Mouth Advertising

    • Having a good relationship with your customers isn’t just good for business; it also increases the amount of positive word of mouth. With the over-abundance of social media sites, there’s too much opportunity to spread bad news.
    • You have to make sure they are sharing good news. Unfortunately, most people are seven times more likely to share bad news than they are good news. If you follow-up consistently, you can build word of mouth prospects and generate word of mouth advertising.

    Now that you know why it’s important to follow up, you have all the more reason to begin doing it!

     

    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow Up


  • Build Your Own Multi-Million Dollar Speaking Brand with Southwestern Consulting™ and Rory Vaden!

    Headliner_Conference

    For the first time ever–and perhaps the only time–Southwestern Consulting™ would like to offer you a Backstage Pass for learning to Build a Multi-Million Dollar Speaking Business!  Learn all the secrets that helped take Co- Founder of Southwestern Consulting™, Rory Vaden’s, Take the Stairs straight to the New York Times Bestseller list!

    Check out Headliner Conference Here!


  • Featured ImageJay Baer Radio Interview with Rory Vaden

    Jay_BaerCo-Founder of Southwestern Consulting™, Rory Vaden, recently had the privilege of interviewing fellow keynote speaker and marketing expert, Jay Baer.  Jay Baer is co-author of, “The Now Revolution: 7 Shifts to Make Your Business Faster, Smarter and More Social” and author of his newest book on content marketing, “Youtility”.

    Listen to Jay Baer’s full radio interview on the Rory Vaden Show here!


  • FREE TRAINING: Mastering Your First Impression Conversation

    conference_call_xsmall3

    Just in case you missed last month’s sales training conference call, we are making it available to you here!  Each month Southwestern Consulting™ brings together our finest Top Producers to train on today’s most relevant sales topics.  These calls are free and you don’t want to miss out on these opportunities to learn from the absolute best.  Some of our past topics include closing, referrals, prospecting with LinkedIn, follow-up and selling with social media.

    Listen to last month’s call on Mastering Your First Impression Conversation When Selling:


  • FREE Sales Training TONIGHT!

    Do you have difficulty remembering customer’s names?

    Do you have the perfect answer for an objection, but can’t remember it?

    HELP IS HERE – Tips to improve your ability to remember the names of your customers, people you meet and general techniques to creating a “steel-trap” memory.

    Our ASK THE SALES EXPERTS teleseminar TONIGHT – THURSDAY, December 8th at 7:00PM CT.

    Amanda Johns – The Importance of Visual Images

    Gary Michels – The Stellar 6 Ideas to Memorize & Use the Things You’ve Learned

    Rory Vaden – The 7 “tions” of Remembering People’s Names

    Ron Marks – Super Charge Your Memory Through Proper Nutrition

    Dustin Hillis – Maximizing Technology to Help You Remember

    Emmie Young – Memorizing Scripts in Your Natural Learning Style

     

    THURSDAY, DECEMBER 8 AT 7:00PM CT

    CALL IN: 712-432-0404  access code: 555575#

    Live Chat on our Facebook Page  at 7:00pm CT – Join us for LIVE Q & A during teleseminar


  • Top Producer’s Tips Navigating Buying Behaviors

    Does your sales style work well for Prospect A, but bombs with Prospect B? Our Top Producer Training Professionals will share tips on how to NAVIGATE BUYING BEHAVIORS of the 4 different types of buyers.

    Our ASK THE SALES EXPERTS teleseminar THURSDAY, November 10th at 7:00PM CST, will help guide you through the various buying styles.


    NAVIGATE: SELLING THE WAY PEOPLE LIKE TO BUY

    THURSDAY, NOVEMBER 10TH AT 7:00PM CST

    CALL IN: 712-432-0404  access code: 555575#

    Live Chat on our Facebook Page  at 7:00pm CST – Join us for LIVE Q & A during teleseminar

     

    Gary Michels – How to Identify Behavioral Styles and Quickly Adapt
    Ron Marks – Managing More Effectively Through the Behavioral Styles
    Dustin Hillis  – Navigate Appointments: Modifying Your Sales Approach to Match Your Prospects Buying Behavior Style
    Emmie Young – Why Navigate? The Reasons You Don’t Sell to Everyone the Same Way
    Rory Vaden – 6 Keys to R.E.V.E.A.L. the Potential in the 4 Types of People Around You 
    Amanda Johns – Identifying the Different Sales Behavioral Styles Over the Phone

     

            ONE FULL HOUR OF PURE CONTENT   

                                        


  • Sales Tip of the Day – DAY 1

    Leaving messages and not getting calls back? Here is a script for those folks who are not returning your voicemails:

    “Hi Mary, this is Shelly Blume over at BBI. I’ve got to tell you, you are a tough person to get hold of, but you know what? I consider that a good thing. It tells me you’re working hard and you’re making things happen and you’re the type of person I like to work with. So I’ve got an idea since the phone is not working so well. I’ll plan on coming out to your house on Friday between 3 and 3:30 to drop off the guide. Now if you can do me a favor, it’s about a 40 minute drive out there, if that time does not work for you, please give me a call and suggest a better time that works for you, that would be great. Otherwise if I don’t hear back from you I will assume that Friday between 3 and 3:30 works for you and I will plan on introducing myself to you then. Again, this is Shelly from BBI and my number is xxx-xxx-xxxx. I look forward to meeting you on Friday!”

     

    If you are wondering if this really works . . . here is how it worked for a current SWC coaching client:

    Just wanted to drop you a note regarding using this script.   It is fabulous.  I’ve used it on four calls and I’m thrilled with the results.  It definitely was a shot in the arm that I needed.  The first couple was today at 2:00 p.m. and they didn’t call to cancel but were at home waiting for me.   This was a couple I had been calling since April and never got anywhere with them.  The second call was for an appt on Friday, she did call and cancel but asked me to call her back with another day and time.  The next was an appt for next week and he called to confirm.  And the last one I haven’t heard from.

    Thanks again for your sharing this script.   Can’t wait to get going with our first meeting.

    Kathy Kemper, Community Service Counselor
    Olinger Crown Hill Mortuary & Cemetery

     

    Looking forward to your results – please comment below


  • SECRETS WEAPONS OF TOP PRODUCERS

      JOIN US FOR OUR MONTHLY SALES TRAINING TELESEMINAR THURSDAY, OCTOBER 13, 2011 

    Take control of your own success.

    Develop super sales skills. 

    The Southwestern Consulting™ Top Producers share tips that will give you the edge over your competitors – the TOP PRODUCER’S EDGE! 

    DIAL IN:  712-432-0404 (code 555575#)

     SECRET WEAPONS OF TOP PRODUCERS

    THURSDAY, OCTOBER 13, 2011

    7:00 PM CDT

    (8:00 PM EDT, 6:00 PM MDT,5:00 PM PDT)

    DIAL IN:  712-432-0404 (code 555575#)

    LIVE Q&A DURING CALL ON  FACEBOOK FANPAGE

    Our ASK THE SALES EXPERTS teleseminar THURSDAY, AUGUST 11TH

    at 7:00PM CDT, will help guide you through some successful

    and new techniques to collections.

    Rory Vaden – The Leverage Point

    Amanda Johns – Preventing Objections by Asking the Right Questions

    Ron Marks – The SPIN Cycle – Digging Deeper into Client’s Needs

    Gary Michels – Sizzling Tips for Building Rapport Quickly

    Dustin Hillis  – 3 Steps to Eliminating Distractions & Creating a Buying Atmosphere

    Emmie Young – Uncovering a Deeper Level of Need


    For more information on our Sales Experts, Click Here

    To submit questions for the upcoming conference call, please send an email to SuccessStartsWeekly@southwesternconsulting.com 

    ALSO join us on our Facebook Fan page for LIVE Q & A

    during the call at www.facebook.com/southwesternconsulting

    The dial in phone number is 712-432-0404 (enter code 555575#)

    Limited to the first 100 callers!