You Cannot Teach What You Don’t Know & Lead Where You Won’t Go

Dustin Hillis the Co-Founder of Southwestern Consulting blog about selling the way people like to buy

Those that cannot do, teach.

The world is hypersensitive to hypocrites.  The idea of someone telling me what to do that doesn’t practice what he or she preaches makes me cringe.  Kids see hypocrisy in their parents when the parent tells them to not cuss, meanwhile the parent cusses away.  Salespeople see hypocrisy in their sales manager when he demands they do something that he himself has never done.  The citizens of a country see it in their leader when he asks the country to make sacrifices that he himself is not willing to make.

No one wants to be a hypocrite.  So, why doesn’t everyone walk the talk?  Why do people reach the top and stop doing the activity that got them into that position?  Why do people who’ve never earned anything feel like they deserve something?  The answer is simple yet not easy to hear…entitlement.

Being entitled is…

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A Quick Guide on How and When to Follow Up With Your Clients (Part 7 of 12)

Senior Partner of Southwestern Consulting™, Amanda Johns Vaden, on client follow up! Check out part 7 of this 12 part series!

Amanda Johns Vaden | Keynote Speaker | Gender Communication | Coaching | Business Consultant

When determining what kind of follow up would

be important to your clients ask yourself 3 questions: 


(please note activities that you do not currently employ)

  • Thank you call, email, hand written note, or thank you gift
  • An initial feedback phone call following implementation
  • A technical and/or customer service inquiry by another department
  • A feedback phone call or letter after some period of time of usage of product/ service
  • An annual/ quarterly/ monthly feedback call or letter
  • An annual/ quarterly/ monthly breakfast/ lunch/ dinner to address needs or for continued relationship development

What service & follow-up activities could I add to my schedule that would potentially drive additional sales from my customer?

  • Send a helpful third-party book addressing another area where you have a solution
  • Send a customer newsletter with helpful ideas for their particular world (business or home)
  • Send relevant industry news stories or trade magazine articles
  • Stay in touch…

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FREE TRAINING: Mastering Your First Impression Conversation


Just in case you missed last month’s sales training conference call, we are making it available to you here!  Each month Southwestern Consulting™ brings together our finest Top Producers to train on today’s most relevant sales topics.  These calls are free and you don’t want to miss out on these opportunities to learn from the absolute best.  Some of our past topics include closing, referrals, prospecting with LinkedIn, follow-up and selling with social media.

Listen to last month’s call on Mastering Your First Impression Conversation When Selling:

InfoGraphic: The Evolution of a Salesperson

Here’s a great look at how selling strategies have evolved over the centuries from DKNEWMEDIA. Where do you find yourself on this timeline?  evolution-of-a-salesperson_502916144a1bd_w594


4 Primary Methods of Today’s Preferred Communication : Part 3

Amanda Johns Vaden | Keynote Speaker | Gender Communication | Coaching | Business Consultant

Make sure you are caught up on the 14 Week Blog Series (PART 1 & PART 2)A-reason-for-all-that-you-doWith a changing marketplace the way we follow up has evolved to meet the needs of today’s people and the way we communicate to do business. As our communication standards change so does our business. As our client base changes so do are preferences, styles and methods of how we communicate on a daily basis.

Based on the generational workplace population, here are the 4 primary methods of today’s preferred communication:

Screen Shot 2013-04-03 at 1.29.32 PM

Regardless of HOW you follow up you need a reason

to stay in touch with your prospects and clients.


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4 Dimensional Follow Up – Part 2 “Creating Loyalty”

Amanda Johns Vaden | Keynote Speaker | Gender Communication | Coaching | Business Consultant

In case you are just digging in make sure you check out Part 1 on THE GENERATIONAL GAP

Today we are going to dig into the methods of building relationships, creating loyalty and locking out competition. Techniques for implementing automated systems that help you accomplish all of these things through consistent and on-going follow up including social media, text campaigns and more.

Ask yourself these questions.

  1. How many of you have ever lost a client before because of poor follow up?
  2. How many of you win clients because of excellent follow up?

Here’s the bottom line. You can easily differentiate yourself from your competition by making the effort to follow-up with your prospects and customers. If you know most of your colleagues and competition isn’t following up (and trust me, they aren’t) then you better be the one who is.

We are running around in a world…

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