3 Ways to Put Clients First And Come Out Ahead
Breakthroughs happen for salespeople the moment they get outside of themselves and make their customer’s needs – rather than their own – their primary focus. Servant selling is knowing that you can put...
View ArticleServant Selling: The Service of Persistence
On most days it is my fear that keeps me from talking to new business prospects. A fear of rejection. A fear of failing. A fear that I may not be worth their time. What I failed to realize is that...
View ArticleServant Selling: How to “Close” a Sale
Most salespeople are terrible at “closing” a sale. It is because they are either too pushy or because their fear of being too pushy makes them too afraid. Both are the result of a misunderstanding...
View ArticleIt’s Hard to be Nervous When Your Heart’s On Service
Fear is so self-centered. There is one time and only one time when we have reluctance to make a sales call: when we are thinking about ourselves rather than the client’s needs. We are worried we will...
View ArticleDouble Your Referrals
If you are in a sales or prospecting slump, chances are it’s not because you’re bad at your job or that you’re working for the wrong company or that there is some problem with your product or your...
View ArticleMatt Tenney, Serve to be Great, on the Daily Discipline Podcast with Rory...
Matt Tenney is a social entrepreneur and the author of Serve to Be Great: Leadership Lessons from a Prison, a Monastery, and a Boardroom. He is also an international keynote speaker, a trainer, and a...
View ArticleExceeding Expectations with Amanda Johns Vaden on the Daily Discipline...
Amanda Johns Vaden is a Senior Partner at Southwestern Consulting™, which is an international, multi-million dollar sales consulting organization that focuses on creating systems to increase...
View ArticleArnie Malham, Founder of BetterBookClub, Building Businesses by Building...
Arnie Malham is a serial entrepreneur who started his advertising firm, CJ Advertising, from scratch and turned it into a $34 million full-service legal advertising agency solely serving injury...
View ArticleSouthwestern Consulting Servant Selling Top Producer Sales Coaches Special...
If you’ve been listening to the show for any time at all you know that I love talking to practitioners and not just preachers. This week I interview 3 of our top producing salespeople and coaches from...
View ArticleServant Selling: The 2 Part Art of Hearing “No”
Ultra-performing servant sellers have become comfortable with a word that most of us are not. That word is: “No.” To a servant seller, “No” isn’t necessarily good but it’s also not really bad. “No”...
View ArticleServant Selling: How to Answer Objections without feeling pushy
Most people have fear about making change. Which is another reason why prospects need a sales professional. They need us not only for the purpose of giving them expert information about the product or...
View ArticleServant Selling: Nobody cares about the quality of your product
The most disappointing characteristic to me about most salespeople is that they think their job ends when the sale is made. They count the sale as the victory. They believe they’ve played their part...
View Article11 Servant Selling Philosophies
Our team at Southwestern Consulting is on a mission to elevate the perception of sales people and the sales profession worldwide. We have a philosophy called Servant Selling. Here are 11 philosophies...
View ArticleWhere is your biggest business threat going to come from?
This weekend I’m back where my entire journey as a speaker and strategist all started for me: The National Speakers Association national convention. It’s wild to think that I’ve been coming for 10...
View ArticleHow to handle the “How Much Is It” question
If I told you that I have a car for sale for $8000 would you buy it? The answer of course is… It depends. It depends on what type of car it is. If it’s a 1987 Chrysler Minivan with 350,000 miles you...
View ArticleHow to Answer Objections – Servant Selling Style
The difference between traditional selling and servant selling is a matter of the intentions and motives of the salesperson. A traditional salesperson is operating out of their own self-interest....
View ArticleHow to Answer Objections in Servant Selling style: Step 1: Isolate
In the last post I previewed the need and challenges for a Servant Selling approach to answering objections. There are five steps in this process. The first of the five steps is to Isolate their issue....
View ArticleHow to Answer Objections – Servant Selling Style Step 2: Transition
Handling objections is delicate when you’re servant selling. Because you’re not trying to talk someone into something they don’t want, but you are working to help determine if they have genuine...
View ArticleHow to Answer Objections – Servant Selling Style Step 3: 5 Phrases to Build...
If you are scared about answering objections in a sales conversation it’s only for one reason: you are thinking about yourself. Fear is self-centered. But when you are thinking about the person you are...
View ArticleHow to Answer Objections – Servant Selling Style Step 4: Offering Solutions
Servant Selling is not about spinning conversations. It’s not about stretching the truth. And it’s certainly not about saying whatever you need to in order to make a sale. Servant Selling is about...
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