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  • Unconditional Confidence

    Guest Post By: Dustin Hillis

    Do you believe confidence is something you are born with or not? At Southwestern Consulting, we found that confidence can be developed and strengthened through awareness and training. There are 3 Types of Confidence. We all have experienced all 3 types in some form or fashion in various ways. Our goal is to progress through the 3 types of confidence quickly and end up with Unconditional Confidence in every area of our lives.

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    The 3 Types of Confidences: False Confidence, Conditional Confidence, and Unconditional Confidence.
    False Confidence is saying you can do something, but deep down inside you think there is no way you can actually do the task. It is fake self-talk. A good example is someone whose group of friends talks and acts as though they were superman or superwoman, but when put into an unfamiliar selling situation, they change from superman to super-scared. False confidence comes from F.E.A.R. which is False Evidence Appearing Real. Sometimes we all have false confidence and “fake it until we make it”. However, we all want to move out of false confidence as quickly as possible.
    Conditional Confidence is why a sales job can be frustrating and emotional. Why do you think that selling can be frustrating and emotional? It’s because we develop conditional confidence and attach our self-worth to results (aka whether or not we make a sale). Many people have made one, two, or three sales in a row and their confidence goes way up. Then they go a day, a week, or a month with no sales and their confidence bottoms out. Conditional Confidence hits peaks and valleys like a roller coaster. This confidence is conditional on the outcome or result.
    Unconditional Confidence is the most important type of confidence. It separates all top producers from average. Top Producers who strive for unconditional confidence have that something special—charisma, swagger, or mojo. How do you develop Unconditional Confidence? Unconditional confidence is based on your beliefs and habits. To develop unconditional confidence, you need to know that you do have innate skills and that your momentum comes from your work habits. Every day you can gain more confidence by focusing on the habits that are within your control.

    There are 3 key areas that anyone can control every day:

    Your attitude, self-talk, and energy level. No one can control your attitude besides you. Knowing and believing you are created for a purpose and having positive self-talk is the most important area of focus in anyone’s life. Your energy level is a choice. Your attitude is a choice.
    Your schedule and time management. You determine what time you go to sleep, when you wake up, what time you make your first prospecting call, what time you make your last prospecting call, if you’re going to work on the weekends, or not. You are in control of your time.
    Your activity. No one can force you to work. You have to decide to get as much done as possible with the time allowed. Break your day into goal periods and decide what you are going to do with your time every minute, every hour of every day. Elon Musk (CEO of Tesla, Space X, and Solar City) breaks his day down to 5-minute time blocks that are scheduled before he starts every day.
    The key to being unconditionally confident and having self-worth in business is to not attach your self-worth to how much you produce. Your gauge on whether or not you’re doing a good job is based on work habits – Activity, Attitude, and Schedule. That way at the end of the day, you look in the mirror and don’t ask yourself “did I sell anything today?” Instead, you will ask yourself, “Did I focus on controlling the controllable habits today and do my dead level best?” When you are growing and improving every day in your beliefs and habits, you are creating Unconditional Confidence.

    A good positive affirmation to use when forming unconditional confidence is saying to yourself every day when you look into the mirror:
    “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


  • 3 Steps to the Art of Growth

    Guest Post By: Dave Brown

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    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? Are you at that point where some things are just falling apart?

    I have the solution for you. IDP.

    Identify.

    Duplicate.

    Perfect.

    You are in control of how great you become, and how great you get at prospecting… or anything.  This is a process, a simple system, that allows you to keep getting better and growing every single day.

    First step: Identify

    Each one on you has done great things and accomplished a lot in your life. Personal or professional, you have had some success. Let’s remember that time. Take yourself back there, and where you were mentally. Think back to when you had your best day ever. What did you do that day? How did you sound? What did you wear? What were you saying to yourself that day? Take yourself back to that place and think through those things when you were at the top of your game and make a list. Remember how people treated you and what they said to you. Write down how you were feeling, and just what was going on. This will be your first step.

    Second step: Duplicate

    Pretty simple. Every Sunday I have IDP time to recap the week and think about every great thing I did the week prior, so on Monday, I can duplicate those actions. I can repeat what it was about the week before that made a positive impact, and carry it on to the next week. Maybe you just start smiling at everyone. That is something you can repeat while helping yourself and others. Consciously be aware of the things that make you feel accomplished so you can continue doing those things. You will naturally start duplicating these things, which will lead you to the last step.

    Final step: Perfect

    Perfect what you know works. Perfect those processes and systems. You become amazing at calling people and prospecting. You grow and get better while you’re out serving others and changing people’s live through what you do. This is the perfection process.

    It starts with identifying, then you duplicate, then you perfect the great you that you are. Where I am at today, and the things that I have accomplished and keep doing, come from IDP. I continue to take these steps and great things unfold. You can do it too!

    Prospecting mastery is a habit and can be achieved by anyone dedicated to working a system better than anyone else ever has. Go out, get your habits and identify, duplicate, and perfect the best you! Go get it today!

    What is something you have done that you are so proud of, and continue to do? What have you perfected because you identified and duplicated it? Let me know! Tweet me @davebrown_swc or message me on LinkedIn. Let’s connect and grow together!  

    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.


  • The Secret of Being Enthusiastic

    Guest Post By: Dave Brown

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    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 middle school down in Texas and I was competing with 7th and 8th graders who had already done this. I was scared! But Mrs. Bridges told me I had a “secret.” She was sure I was going to beat them with that secret.  She was going to teach me how to have enthusiasm.

    She knew that if I showed the energy and my enthusiastic nature I would catch the judges and win first place. So, that is what I will talk to you about today, because I still use that each day!

    Enthusiasm is contagious. It makes the improbable, probable. Do you think I won that speech competition?!

    WELL OF COURSE I DID!!! I took a first place win as a 6th grader, and the first one at that age level to do so!

    I used what Mrs. Bridges taught me from there and it stuck with me. I got into sports and every chance I had, I was getting my team powered up! I had better experiences and let that carry throughout my college career as an athlete. It’s so important!

    It’s also so important in the sales environment. People pick up on it! Whenever you have enthusiasm in place, you can do anything!

    Here is something I keep on me from Frank Bettger’s book, “How I Raised Myself from Failure to Success in Selling.”

    “Force yourself to act enthusiastic, and you will become enthusiastic. Make a high and holy resolve that you will double the amount of enthusiasm you have put out in your life and in your work. If you carry out that resolve you will probably double your income and double your happiness.”

    Your prospects will catch your enthusiasm! Show it, put it out there! Tell me about your scenarios and how you’ve seen a difference in your work and life by using this secret. Tweet me @davebrown_swc, comment here, or connect on LinkedIn.

    GO OUT THERE AND BE AWESOME YA’LL … (in my most enthusiastic voice!)

    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.


  • Four Keys to Success

    Guest Post By: Kitty Barrow

    Several years ago, my team and I wanted to re-create an event that was a huge success for other teams across the country. After our third attempt, with the same dismal results each time, I was ready to throw in the towel.

    The other teams that executed this event with such success must have had an advantage we didn’t. Was it their area, or maybe they just wielded some serious magic. Either way, there must be something beyond my control that made success with this event impossible for my team in my city.

    Four-Keys-To-SuccessDefeated, I confided in my National Sales Director that I was giving up and that these events just weren’t meant to be. He challenged me then, and his challenge has made a huge difference in how I see my ability to have success with every opportunity that has come my way.

    He said that, instead of giving up, I should evaluate what I have been doing through the ‘Four Keys to Success’ to see what piece was missing which in-turn was hindering my success.

    Four Keys to Success

    Before you attempt anything, you should begin with the end in mind.

    You need to define, ‘what does Success look like to me?’

    The example I will use today is the event my team and I were attempting to host.  Success to us meant that we had a certain number of clients and prospects attend our event and that from this event we generated a number of sales and bookings.

    THEN, you follow the 4 critical areas that lead to success:

    Desire

    • Do we have the real desire for the thing we have defined as ‘success’?
    • Did my team and I have the REAL DESIRE to have a great event and the results that would come from that event?

    Confidence

    • Do I think I can learn the skills it takes to achieve my ‘success’?
    • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

    Skills

    • Do I think I can learn the skills it takes to achieve my ‘success’?
    • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

    Activities

    • What are the right activities and the right number of activities to achieve my ‘success’?
    • Were my team members doing the right number of activities leading up to the event to ensure our successful outcome?

    This information was shared with me 7 years ago. It falls right in line with the Skill/Will Matrix that our company teaches Sales Leaders when they are helping their team members reach for success. When our team members:

    • Have a burning desire for a certain outcome
    • Have the internal confidence that they can learn the skills
    • Work on and perfect the skills needed
    • Do the needed activity enough times

    Then THEY WILL achieve their desired success.

    Whenever you aren’t achieving your desired success, look at these four critical areas and there will likely be something missing, something that is keeping you from success.

    What successful outcome are you currently working towards that has seemed out of reach? After analyzing the 4 critical areas, where is it that you can improve and then go after your dream again?

     

    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.

     


  • How an Abundance Mentality Can Improve Your Day

    Guest Post By: Dave Brown

    Do you ever get to a place where you think you do not have enough? It could be territory, people to call on, anything, you just feel like you need more. This mentality can ruin you from the inside out. Your prospecting cannot be one with a scarcity mentality.

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    If you are wondering how to turn this around, I have something for you. Switch on over to the ABUNDANCE mentality. Think of all the people who have not heard from you. When you sit down, ready to pick up the phone, and you think you don’t have enough people to call, I guarantee there are more people you haven’t contacted than you have on that ‘to call list.’

    So many get caught up in the scraps on the table, that they forget about the feast that is before them. There is possibility, and so much more to go around. It’s important to see the potential.

    When you have the abundance mentality while prospecting, you are thinking there are so many people out there, so much opportunity, you can talk to anyone, and the world is at your finger tips. Things will start flowing, and you will have an unlimited supply of prospects and people to call.

    This limited belief that comes from scarcity cannot hold you back from helping others any longer. Allow yourself to get even farther with your business by believing in the abundance of what you’re set out to do. If you can think with everything you have, that you have plenty, or even more than you need, things will change, and you’ll do so much each day.

    Think each day how many people are out there and how many you can reach. See life in a more long term perspective and the abundance you have. Go out there and reach more people needing your service or product!

    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.


  • Do Your Words Really Matter?

    I AM....Guest Post By: Amanda Johns Vaden

    Do you talk to yourself? I already know the answer to this, YES, you do!  We all do.

    But have you ever thought about if the things you say to yourself really make a difference in how you think, act or react?

    Do your words encourage you or discourage you?

    Do they give you confidence or do they make you self-conscious?

    Do they make you want to keep going or do they make you want to get back in bed?

    What you say when you talk to yourself is one of the most untrained on parts of being a sales professional, but one of the most important. It’s what we at Southwestern Consulting call “the power of positive self-talk.”

    Learning how to talk to yourself is a really powerful element of building confidence on the inside so it shows on the outside. If you don’t believe in yourself very few will believe in what you are selling.

    Positive self-talk is talking about yourself in present tense, which starts to create the vision of who you want to become.  Watching your words must be an intentional act of discipline to constantly reassure yourself that you can do this, you can learn this and it’s all possible.

    The benefit of positive affirmations can be life changing. It can change your personal life, your work life, your confidence, it can change everything about you.

    So here’s what I want you to do: make a list of all the things you want in your life.

    What are the things that you want to have?

    What are the things that you want to be and how do you want the world to see you ?

    Do you want the world to see you as a loving father/mother? A loyal husband/wife? A hard worker? How do you want to be seen?

    Writing positive affirmations allow you to physically see what you want written out giving you something real to look at and work towards

    Long before I was any good at sales, my affirmations said things like, “I’m a million dollar producer, I’m a great speaker, I’m the top sales person in our company, I am a top leader.”

    I may not of be all those things right now, but I want to be them. So I’m going to talk to myself like I am that person today.

    My husband is a great example of this. He’s such an inspiration to me in this very specific area, because when he puts his dreams on paper, his affirmations, what he believes about himself, it always seems to come true. Not always today and not always tomorrow but eventually everything that he puts on paper, he finds a way to make it happen.

    Years ago, my husband wrote down on his affirmations list “I am a New York Times best selling author.” He didn’t have a title, pages, or a topic of what he wanted to write. But he knew that’s what he wanted to be.

    Five years ago, I wrote, “I’m a million dollar producer” down on my affirmations list. And I was very far away from being a million dollar producer. In fact, my best year at the time was probably just over $300,000 in personal revenue. In 2012 the same year that my husband became a New York Time Best-Selling Author, I sold over a million dollars in revenue for our company.

    I believed it before it happened. I talked to myself as if it were already true, so when it came true it wasn’t that much of a shock. I’d been preparing myself all along to be the person I wanted to become. I spoke it out loud every single day.

    So, here’s what you need to do right now. You need to write down 10 affirmations of who you want to be, present tense. I am a marathon runner, I am a million dollar producer, I am a loyal and devoted wife, I am in fantastic physical shape, I am the best friend anyone could have.

    “I am . . . ” are the statements that you want to use. Present tense, to tell yourself that you are the person that, one day, you want to be.

     

    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