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Servant Selling: How to Close a Sale Without Being Pushy – Episode 177 of The Action Catalyst Podcast

Sales

In this week’s episode of the Action Catalyst Podcast, Rory shares Southwestern Consulting’s tips and techniques to closing without being pushy. He also shares a new opportunity for you learn and grow by joining Southwestern Consulting’s Personal Monthly Mastermind with Rory Vaden. Check out RoryMastermind.com to find out more!

Show Highlights:

  • closing should also never be “hard”, “strong”, “forceful” or “pushy.” @rory_vaden
  • Closing should never be talking someone into something they don’t want. @rory_vaden
  • Selling is doing everything in your power to help someone determine what is right for them. @rory_vaden
  • Create a space where someone feels comfortable to tell you no. They will also feel comfortable to tell you yes. @rory_vaden
  • People love to buy but they hate to feel sold. @rory_vaden
  • If you’ve done a good job of guiding someone through the buying process, then closing should be a formality. @rory_vaden
  • Closing isn’t positive or negative; it’s neutral. @rory_vaden
  • Servant Selling is based upon the premise that earning a person’s trust is always more important than making a sale. @rory_vaden
  • Sales is about understanding the vision that someone has for their own life and then showing them how it can become possible. @rory_vaden
  • We think of salespeople as great talkers but actually the good ones are great listeners. @rory_vaden
  • We think of salespeople as those who are selfish but actually the great ones are selfless. @rory_vaden
  • Closing is a series of incrementally committal questions. @rory_vaden
  • Your confidence is inversely proportionate to your skill. @rory_vaden
  • It’s hard to be nervous when your heart is on service.@rory_vaden
  • Closing is not about you; it’s about what you can do to help others. @rory_vaden

Interested in training with Rory? Check out RoryMastermind.com to find out how!

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!

 

Letting Go of Sabotaging Self-Talk with Shelly Smith and Jennifer Bennett – Episode 175 of The Action Catalyst Podcast

Shelly Smith, a Professional Sales Coach here at Southwestern Consulting, is a natural encourager and loves to laugh hard while working hard. She honed her sales and recruiting skills working 9 years with The Southwestern Company selling door-to-door. She is passionate about helping people visualize where they want to go and holding them accountable on the journey there. She has experience in the travel and fundraising industries. Lately, she has been having a blast encouraging a new sketch and improv group that she directs.

Jennifer Bennett has been in the housing market for 25 years. She is currently working at Caliber Home as a Loan representative. Jennifer is dedicated to providing superior service and personal expert guidance throughout the home financing process.

Show Highlights:

  • We had to catch the negative self-talk and change the way she was thinking about her situation. – Shelly Smith
  • When you’re in sales, it’s hard to hide what is going on in your personal life. – Jennifer Bennett
  • Self-talk is the biggest factor in my positive results. – Jennifer Bennett
  • The talks I had with Shelly got me so grounded. – Jennifer Bennett
  • I was able to share what was happening both professionally and personally. Shelly helped to redirect my focus.  – Jennifer Bennett
  • I didn’t realize how many things I was telling myself internally. – Jennifer Bennett
  • It’s hard to realize that you are allowing your self-talk to become negative when you’re in the thick of it. – Jennifer Bennett
  • It is crazy, it won’t be soon and you now need to start acting as if it isn’t. – Shelly Smith
  • I felt a complete lack of control and desperation. -– Jennifer Bennett
  • Your thought process is so powerful and affects your sales process. – Jennifer Bennett
  • Slowing down self-talk was unbelievably impactful. – Jennifer Bennett
  • If you can’t physically change what is happening, then you have to change how you think about it. – Shelly Smith
  • Some people don’t change because their identity is wrapped up in the thing they are complaining about. – Shelly Smith
  • My biggest obstacle wasn’t my circumstances; it was me. – Jennifer Bennett
  • If you believe it long enough, eventually you don’t have to talk yourself into it anymore. – Shelly Smith
  • Decide in your heart that you’re willing to fight for whatever you’re after. – Jennifer Bennett
  • There is a direct connection between attitude and self-talk. @rory_vaden
  • Attitude is simply the way you choose to see things. @rory_vaden
  • You have to be able to imagine a life where the problem isn’t there. – Shelly Smith
  • Change does not come easy; you have to be willing to fight for it. @rory_vaden

If you interested in a free 1-on-1 call with one of our Professional Sales and Leadership Coaches to help determine if this is a fit for you CLICK 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!

Generating Infinite Referrals using LinkedIn with John Nemo – Episode 174 of The Action Catalyst Podcast

LinkedIn

John Nemo is a #1 Bestselling LinkedIn Author & Trainer. Since 2012, he has helped hundreds of Business Coaches, Consultants, Trainers, Entrepreneurs, Small Business Owners, Sales Executives and other professionals across more than 50 different industries leverage LinkedIn to generate nonstop sales leads, clients and revenue. He’s personally rewritten the LinkedIn profiles of Chris Brogan, John Lee Dumas, Bob Burg, Jairek Robbins and many others, and also guest blogs regularly for Inc. Magazine, American City Business Journals and others on all things LinkedIn.

Show Highlights:

  • LinkedIn is the electronic version of your assistant. @JohnNemoPR
  • LinkedIn is a virtual assistant that helps you do 1-on-1 personalized marketing. @JohnNemoPR
  • People on LinkedIn are in “work mode” and are ready to do business. @JohnNemoPR
  • You can pick up conversation icebreakers just by looking at someone’s LinkedIn profile. @JohnNemoPR
  • LinkedIn is an efficient way to do marketing to your exact target market. @JohnNemoPR
  • The mistake over 99% people make on their LinkedIn profile is that it reads like a resume. @JohnNemoPR
  • Create a “client facing profile” by sharing your audience, the services you provide and how you help other achieve their goal. @JohnNemoPR
  • “Your customers and clients don’t care about you; they care about themselves.”  #DaleCarnegie
  • With LinkedIn, the riches are in the niches. @JohnNemoPR
  • Get them off of LinkedIn and onto your website so you aren’t relying on LinkedIn to do all your CRM. @JohnNemoPR
  • To be successful on LinkedIn, you want to accept every invite from anyone coming in. @JohnNemoPR
  • The more people you are connected to on LinkedIn, the bigger your platform. @JohnNemoPR
  • Pay attention to the people who are paying attention to you. @JohnNemoPR
  • The magic of LinkedIn is within the analytics. @JohnNemoPR
  • Google helps you find companies, but LinkedIn helps you find the people within that company. @rory_vaden
  • There are people out there that need your service more than you need them to buy. @rory_vaden

Check out LinkedInRiches.com for even more FREE LinkedIn tips.

Click here to learn Southwestern Consulting’s secret to online marketing!

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!

The 3 Most Common Mistakes in Career Planning Decision Making

the-3-most-common-mistakes-in-career-planning-decision-making

There are a lot of factors to consider when it comes to deciding what our next career move is going to be.

Things like:

How much money will I make?

Will my job be safe and steady?

Is there opportunity for advancement?

Over the years I’ve begun to notice a theme and difference in those who end up both happy and successful and those who only get one or neither of the two.

The surprise?

It comes down strictly to how they evaluate their initial decision.

Most people’s top priority for determining their next career move typically includes things like: job security, money, opportunity for advancement and what skills will I learn.

It’s easy to understand why most people use those as their key criteria because they are somewhat black and white, logical, objective, measurable and therefore simpler to evaluate. Unfortunately, while those criteria aren’t “bad” necessarily, they typically are insignificant contributors to our joy and satisfaction in the long term.

So how do the happy, fulfilled and extraordinarily successful people make their decision differently?

They consider and ultimately let their deciding factors be things that are more intrinsic, human, emotional and admittedly obscure.

  1. Satisfaction over Security – For example, they would be more likely to value the enjoyment of the daily work over something like job security. Ultra performers always trust themselves rather than others for their sense of stability because they know that if they’re always willing to work hard then they’ll never have a hard time finding good work. And so they will default much more to caring about how enjoyable their daily work will be and how much it aligns with their natural skill sets and long term passions rather than just considering if they’ll get to keep their job. When it comes down to it, they will choose satisfaction over security every time.

  2. Purpose over Profit – They also will consider the impact they are making in the world much more valuable than the money they will potentially make. Because they know that while there are lots of ways to make money – and that if you get good enough at virtually anything you will make a lot of money – they know that dedicating 1/3 of their breathing life to doing something that makes a difference in the world will create much more sustainable meaning in their life than will money. If forced to choose between the two, a happy person will choose making a difference over making a dollar.

  3. People over Opportunity – Finally, and most important of all, people who become ultimately successful and happy seem to make a calculation that most people overlook entirely. Ultra performers weigh who they will be working with as much more valuable than what they will be doing or how it might advance their career. They know that the people they surround themselves with has a much stronger shaping effect on the success of their life than do their career checkpoints. They are always much more concerned with who they are becoming than they are with how their resume looks. Thus, their single biggest criteria and consideration is evaluating the other team members they will be around. And not just the top level leaders they might have access to, but who are the people they will actually be working with side by side on a daily basis. While it is their #1 deciding criteria, most interviewees never even ask about or know a single person they will end up working with on a daily basis. Meanwhile, Ultra performers always choose people over opportunity.

The biggest irony of all of this is that when you make a career decision based on satisfaction over security, purpose over profit, and people over opportunity, is that those people end up being the ones who make all the money, build all the influence and security, and end up with the biggest opportunities for advancement!

First who.

Then why.

Then what.

And let money be last as a bi-product of the others.

Choose wisely.

The Misunderstood Secret of being Great at Sales

secret great sales

The sooner you transition away from thinking about yourself and into thinking about your prospect’s needs, the sooner you will become a top producer.

That is the misunderstood secret of being great at sales.

We think of salespeople as great talkers but actually the good ones are great listeners.

We think of salespeople as those who are selfish but actually the great ones are selfless.

Because selling is not about talking people into things they don’t want. Selling is about doing everything in your power to help someone determine what is right for them.

It’s about exploring, uncovering, seeking and serving.

If you listen to people and if you genuinely care about them then you will be able to get clear on what they really want.

And that opens the door for you to be able to sell to them because that’s what sales is all about.

Sales is about understanding the vision that someone has for their own life and then showing them how it can become possible.

What they buy is your conviction that you can help that become a reality for them.

Because people aren’t buying your product; they are buying a vision they have for their own future.

They’re buying a better tomorrow than they have today.

They’re buying hope that their situation can be improved.

And if you put yourself in their shoes, then you will be able to more quickly and clearly see what exciting future could be possible for their lives.

So don’t just talk to them; listen to them.

Don’t just persuade them; empathize with them.

Don’t just sell to them; serve them.

How to Beat being Busy: Life Story with Steve Frody and Karla Lewis – Episode 171 of The Action Catalyst Podcast

busy

Steve Frody, along with wife Shelley, launched officially City2Shore Real Estate in February of 2011. Their passion is helping homeowners keep their homes and prevent foreclosures as well as helping sellers navigate selling their homes successfully. After joining Southwestern Consulting’s Coaching Program, Steve and Shelley have doubled their income, free’d up time for other important things and beat being busy.

Karla Lewis has held many positions over her extensive career mainly focused on sales, service and relationship development. She has a 30+ year sales track record always being a top producer. Karla is an expert in Retail, Service, Non-Profits, Marketing/Media, Event Production and Agriculture. She is most interested in helping people who want to take their lives and careers to the next level and make them MARVELous! Karla is currently working on her first book “Be MARVELous” and enjoys bringing this message to others thru public speaking engagements. Karla has been married to her husband Brad for 25 marvelous years and lives in rural Ohio where they have a grain farm operation. They have 2 grown sons, Ridge and Connor and enjoy traveling, assisting non-profits, spending time with family and just having lots of fun with this great life.

Show Highlights:

  • Be Coachable. Don’t get so wrapped up in money that you forget the people. @SStevefrody
  • You have to understand that you can’t be everything to every person. @KarlaLLewis
  • Work on creating balance and focus on the things that are most important. @KarlaLLewis
  • I had to create a “box” of ideal clients. @SStevefrody
  • I felt the guilt of passing off lower business to other people on your team. @SStevefrody
  • Time management isn’t logical; it’s emotional. @rory_vaden
  • Our servant nature often causes us to be overcommitted. @rory_vaden
  • As ultra-performers and top producers, lack of trust in others can hold us back. @rory_vaden
  • The limiting belief of a leader is that other people won’t be able to do something as well as they can. @rory_vaden
  • Delegating is all about the permission of imperfect. @rory_vaden
  • Your creed is the overarching purpose of your business. @rory_vaden
  • As you clarify your company’s creed you clarify your company’s priorities. @rory_vaden

If you would like to find out more about Sales and Business Coaching request information 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!