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If there is a magic formula to selling it’s this…


When you are selling, “names are magic.”

There is an almost unexplainable level of trust that is granted to you when a prospect recognizes the name of someone that you have already done business with.

And trust is a lubricant for every type of selling.

So talk and tell positive and uplifting stories about the people you’ve done business with. That’s what we mean at Southwestern Consulting when we say “use names”.

Why are names so powerful?

Because they answer the credibility concern that people naturally have about doing business with us.

When a prospect knows one of our customers, it humanizes us as a salesperson.

It makes us real.

It means our offer is legitimate.

And it means that, at least on a basic level, we can be trusted.

Not only that, but depending on what the prospect’s opinion is of our customer, it elevates the perception of the value of what we provide.

Subconsciously they think “wow if it’s good enough for ________ who I know to be a person who is _________ then maybe this is something that I need too.”

This is why using names in your selling process is so important, it helps your prospects feel more comfortable.

“Dropping names” is just talking about a bunch of famous people, big wigs, or people you barely know for the purpose of making yourself look better.

That’s not what we’re doing here.

“Using names” is about sharing honest stories or facts about real people you or your company does business with for the purpose of helping your prospect feel more at ease.

People love stories. We relate to stories. And we appreciate stories – especially those of people we know.

So talk about the people you do business with.

Spread positive things about them “behind their back.”

Be a social ambassador in your community and show how your business happens by relationships and referrals.

Talk not just about how your offering has made their life better; talk about how wonderful they are as people.

Because even when your prospects don’t buy from you, they will have more fun with you, be less guarded and be more likely to introduce you to other people.

Selling isn’t just talking about what you have to offer; selling is about being a social ambassador for all the people who choose to do business with you.

Dave Murray: Servant Selling and utilizing Customer Intelligence – Episode 156 of The Action Catalyst Podcast

customer intelligence


Dave Murray, a former client of The DiJulius Group, joined The DiJulius Group after 20 years of experience in Customer service, marketing, and sales, primarily in the sports and entertainment industry. Dave’s experience has varied from leading call centers and front-line team members, to working closely with key partners and stakeholders.

Dave has been personally trained on the methodology created by John DiJulius, and uses it regularly with clients including Anytime Fitness, Carnival Cruise Lines, TravelCenters of America, and many more. As a Senior Customer Experience Consultant with The DiJulius Group, Dave leads clients in generating ideas, turning those ideas into systems, and then implementing and executing them enterprise wide. He is also an accomplished keynote speaker full of insight and wit; leaving audiences motivated, entertained and walking away with great content to implement immediately.

Show Highlights:

  • A lot of businesses see customer experience as an expense instead of an investment. @DavidDMurray
  • The experience you provide is the one true way to differentiate yourself from the competition. @DavidDMurray
  • A successful customer service statement is one that every employee in the company understands, recognizes what it means for their roll and knows how to act on it. @DavidDMurray
  • Be aware of how you treat every person you contact within the company, even the doorkeeper. @DavidDMurray
  • Think beyond that singular transaction. @DavidDMurray
  • Make the most of the time you have with your customer, listen and build your customer intelligence. @DavidDMurray
  • Products can be produced, knowledge can be reproduced, but customer experience remains a big deal. @rory_vaden
  • It takes incredible intention, discipline and commitment to break away from selfishness and move toward selflessness. @rory_vaden
  • If we treat people as a transaction that is all we will get – one sale, one exchange at best. @rory_vaden
  • If we think of people as long term, we will get a long term relationship. @rory_vaden
  • The key to getting long term business is thinking of the person as someone you will have a long term relationship with. @rory_vaden
  • Key to servant selling – Think long term. @rory_vaden
  • Gold nuggets are information that may have no value to you short term but are huge in the long term. @rory_vaden
  • Part of servant selling is making effort to care about people. @rory_vaden
  • You first build a relationship then sell out of that relationship, not the other way around. @rory_vaden
  • It starts with a decision and discipline to start paying attention. @r0ry_vaden

To lean more and save your spot for the Secret Service Summit coming up September 29th and 30th visit

Find more on Dave Murray and the Dijulius Group by clicking here.

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting™ every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

Don’t be in Sales; be on a Mission


You’ll never reach your full potential as a Servant Salesperson if you overlook the first step: conviction.

You have to be convicted on your offer.

You want to be so convicted on the value of what you provide that you can’t help but tell people about it.

Because that is what selling is all about.

Selling is being an evangelist for your product.

Selling is being an ambassador for your beliefs.

You shouldn’t have to artificially pump yourself up to go out and sell.

Selling isn’t a battle, a war, or a workout.

It’s simply an opportunity to transfer conviction about what you believe.

It’s an opportunity to serve other people and to share with them the things that you believe will benefit their lives.

That’s why the best salespeople don’t grow tired, or exhausted – because they’re talking about what they believe.

They’re drawing on a wellspring that never goes dry.

And they’re on a mission to help other people.

It is that calling of service that perpetually rejuvenates and continually inspires.

It’s not about you; it’s about what you can do to help others.

And it’s about being passionately convicted that what you are offering really matters, is really needed and that it really makes a difference.

Don’t be in sales; be on a mission.

The Magnetic Force of the Worlds Greatest People

magnetic force

The magnetic force of the worlds greatest people.

There is one single trait that I look for in determining the people I respect…

One characteristic I consider in people I choose to work with…

One request I have of every friend in my life…

And one requirement I always have of myself…

You do what you say you’re going to do.

That’s it.

You do what you say you’re going to do.

If some commitment comes out of your mouth, then you treat it as iron clad, rock solid, as good as gold, and as good as done.

That characteristic has become one of the single most important elements I look to develop in myself and that I look for in people I spend time with.


Because it is incredibly rare.

It is unfortunately unique.

And it is commonly compromised.

But a person who has it is a person who can be trusted.

It’s a person with whom you can develop a relationship with.

It’s a person with whom you can build a dream with.

Because a person who does what they say they’re going to do is someone you can count on.

So if you find one of those people, do everything you can to hold onto them.

And while you’re looking for them, do everything you can to become one yourself, so that good people try to hang on to you.

Do what you say you’re going to do.

It’s the most powerfully magnetic force of the worlds greatest people.

Matthew Mayberry: Winning Plays and Game-Changing Goals – Episode 155 of The Action Catalyst Podcast

Matthew Mayberry

Matt Mayberry, a former NFL linebacker for the Chicago Bears, is currently one of the most read columnists for Entrepreneur Magazine, as well as an acclaimed keynote speaker and peak performance strategist. He also writes for Fortune Magazine. As the CEO of Matt Mayberry Enterprises, a training and consulting company, he specializes in maximizing the performance of individuals and organizations all over the world. His book, Winning Plays, comes out September 6, 2016.

Show Highlights:

  • Set one game-changing goal that is going to drastically take your business and life to the next level. @MaTt_MaYbErRy
  • What are you most passionate about and what will give significance to your life? @MaTt_MaYbErRy
  • Success is fulfillment and significance in doing what we want, when we want, with people we love.  @MaTt_MaYbErRy
  • An organization can only become the best version of itself when it’s people become the best version of themselves. @MaTt_MaYbErRy
  • Developing the people is the first step to developing the organization. @MaTt_MaYbErRy
  • Lack of persistence and focus are the two things keeping people from achieving their goals. @MaTt_MaYbErRy
  • Expand your vision for what is possible for your business and your life. @MaTt_MaYbErRy
  • Having a goal is enough to change a person’s life. @rory_vaden
  • The game-changing goal is the one goal that by accomplishing it, you will accomplish your other goals as a byproduct. @rory_vaden
  • Very often it is the decision to do something that is harder than doing the work. @rory_vaden
  • It only takes one moment to decide that who you were yesterday is not the person you’re going to be tomorrow. @rory_vaden
  • The difference between those who achieve their goals and those who don’t. @rory_vaden
  • Improving your situation is much more frequently the byproduct of improving yourself than it is of changing your circumstances. @rory_vaden

To find out more about Matt Mayberry and to pre-order his book, Winning Plays, Visit

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting™ every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

What is the true key to success?

key to success

What is the true key to success?

Hard work is not the key to success.

There are plenty of people who work hard but don’t become successful.

Because you can work hard but have a bad attitude and not become successful.

Or you can work hard with poor skill and not become successful.

And you can work hard at the wrong thing and it won’t take you where you want to go.

Hard work is a necessary prerequisite of success; but it isn’t solely the key.

Success requires first making good choices and then following them up with hard work.

Success means first identifying the right things to do and the right way to do those things and then working hard at them.

That is the difference between discipline and hard work.

Discipline involves an element of choice.

Discipline includes an aspect of selection.

Discipline demands that you not only work hard but that you work hard at the things that must be done.

Discipline means you do the things you know you should be doing.

Discipline often means you’re taking action on things you’d rather not do.

Discipline means you “Take the Stairs” even if you’d rather take the escalator.

Discipline means you cast your fears, your worries, your inconveniences, and your doubts aside and you focus in on what must be done even if you don’t like doing it.

Ironically with discipline, sometimes the work itself isn’t even that hard, but rather the choice to do the work is the harder part.

Discipline then is where the magic happens.

Discipline is what creates success.

Because Discipline is the marriage of good choices and good work ethic.

And when you combine those two, good choices and good work ethic, success is pretty much inevitable.