Abundance Mentality in Sales: 5 Dos and Don’ts

18 Monday Feb 2013

Tags

Attitude, Fear, Habits, Negativity, Recognition

Recently, all of the coaches here at Southwestern Consulting ™ had a conversation about abundance mentality vs. scarcity mentality and how it relates to sales. The concept is so powerful and comes up so often in one-on-one sessions with my clients, I wanted to write a bit about it.

Stephen Covey first introduced the abundance mentality in The Seven Habits of Highly Effective People. If you haven’t read the book (and you really SHOULD read the book), an abundance mentality is one where you truly believe that there are plenty of resources (in this case, sales) for everyone. Continue reading »

Dew Recommends: Be Grateful (Every Day!)

14 Thursday Feb 2013

Posted by Dew Tinnin in Dew Recommends, Goal Setting

≈ 1 Comment

Tags

Attitude, Rituals

Gratitude is a key ingredient to the winning attitude necessary for true success. The problem is, most people only make it a point to be grateful on Sundays, during holidays, or on some other special occasion. If you want to experience a real breakthrough in your attitude, you have to find ways to be thankful EVERY DAY.

I love this post Jack Canfield wrote about creating a daily ritual of appreciation. In it, Jack lists 5 ways of making appreciation part of your daily routine: Continue reading »

Ask Dew: How can I give direction without sounding bossy or mean?

11 Monday Feb 2013

Posted by Dew Tinnin in Ask Dew

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Attitude, Expectations, Leadership, Office Drama

Dew: Every time I tell my associate to correct an error or tell her to do something she says I’m being bossy or mean. How can I change my approach? -Carl

Carl, it looks like you’ve already taken the first step: realizing you need to change your approach. I’ve found that this kind of misunderstanding generally revolves around two issues:

you didn’t set the proper expectations, and/or
your heart isn’t in the right place when you make your request or correction. Continue reading »

Managing Your Qualified Leads – Are You 100 Strong?

05 Tuesday Feb 2013

Posted by Dew Tinnin in Sales Tips

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Cold Calling, Lead Management, Phone Scripts, Sales Prospecting, Time Management

Last week, I had an AMAZING week of dialing. I contacted several qualified leads and set a handful of appointments. That also means that I absolutely destroyed my qualified leads list (and that’s a good thing)! So now I need to allocate some time this week towards replenishing my “100 Strong List.”

I call my qualified leads my 100 Strong List because my goal is to always have a list of 100 qualified leads ready to call (having the number right there in the name ensures that I am always mindful of how big it should be). If 100 isn’t your number, that’s OK – decide what your number should be and stick to it. Continue reading »

Dew Recommends: When Working Longer Hours Pays Off

31 Thursday Jan 2013

Posted by Dew Tinnin in Dew Recommends, Goal Setting

≈ 3 Comments

Tags

Habits, Reach Your Potential, Rituals, Time Management

There are going to be times in your career when extra time and effort are needed. In the insurance industry, all of your client’s renewal dates may come at the same time of the year. In the mortgage business, perhaps rates are incredibly low so everyone is refinancing. For others, it could be a new product launch. Whatever the case may be, it’s important for you to evaluate how to best boost your productivity during that time.

In Brian Tracey’s recent post, he talks about 7 Ways to Increase Your Productivity. They were all great points, but I wanted to expand on one of them: Continue reading »

10 Prospecting Categories – How Many Are You Calling?

28 Monday Jan 2013

Posted by Dew Tinnin in Sales Tips

≈ 1 Comment

Tags

Cold Calling, Sales Prospecting, Time Management

For many salespeople, prospecting for new business can be overwhelming. Typically, it’s because their prospecting list is disorganized, or they don’t know how to create one in the first place. Having well-defined prospecting categories should be the first step in creating your prospecting plan.

When you don’t have an organized list, you don’t know who to call next. So instead of spending time thinking about who to call, take the time to create an organized list. Once your prospects are broken up into types, build time into your schedule to call each type of prospect.

Here are the prospecting categories I use with most of my coaching clients:
Continue reading »

Dew Recommends: New Year’s Resolutions – Pick 1 or Pick None

24 Thursday Jan 2013

Posted by Dew Tinnin in Dew Recommends, Goal Setting

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Habits, New Year's Resolutions, Reach Your Potential, Rituals, Time Management

As a child, I loved making New Year’s resolutions. They were usually comical, but I mimicked the resolutions from the adults in my life. My success rate of completing them also mimicked that of the adults around me – I almost always failed. It wasn’t until recently that I switched my methods regarding sticking to resolutions. Now, when I set out to change my behavior, I set clear goals and create a plan to make sure I am successful. Needless to say, my success rate has drastically increased.

In a recent article by Rory Vaden, my partner at Southwestern Consulting™, he partnered with Kelton to survey adults on the success of their New Year’s resolutions.

Imagine a Gossip Free Workplace

21 Monday Jan 2013

Posted by Dew Tinnin in Goal Setting

≈ 1 Comment

Tags

Attitude, Gossip, Office Drama

Recently, one of my coaching clients (Frank) told me that there was too much drama in his office and he couldn’t concentrate. He had reached the point of questioning whether or not he wanted to stay at the company or look for a new job.

The culprit: Gossip.