1. WELCOME
------ Presented by ------

2. MORNING SCHEDULE
7:30am – 8:00am
MORNING NETWORKING
8:00am – 8:20am
WELCOME
8:20am – 9:20am
KEVIN ANDERSON- Selling in
Sandals: Introduction to
Servant Selling
9:20am – 9:50am
NETWORKING BREAK

3. Jerry
Heffel
-Member of the People’s Church for 20 years
-Worked with Southwestern Advantage for
42 years, 27 years as the President
- Has trained tens of thousands of
salespeople from across the globe

4. 3 Ways To Get What You Came For
1. Be Present
2. Be Coachable
3. Be Creative

5. ONE BIG IDEA

6. Kevin
Anderson
@kandersonspeaks
-Director of Sales- Salem Nashville
-Nationally Recognized Sales
Managers and Trainers

7. Selling in Sandals
Introduction to Servant Selling

8. HOW DID WE GET HERE?
The Office
• Jim Halpert
Reluctant, Accidental
• Dwight Schrute
Self-Absorbed, (and a little nuts)

9. TWO OF MY “EXAMPLES”
The Shoe Seller The Radio Seller

10. MY CONUNDRUM
• A statement or proposition that seems self-contradictory or absurd
but in reality expresses a possible truth, a head-scratcher , a
dilemma;
My job is to sell but if I sell to someone who wasn’t planning on
buying...have I done something wrong?
•
•
•
•
Paradoxical – Jesus’ ministry is full of paradoxes
Strength through weakness
Receiving through giving
Living through dying
Loving those who hate you

11. MY POPEYE MOMENT
aka “A Firestorm of Frustration”
• To be great, one must serve
• Could I serve, as I sold?
• Could I become “successful” through Servant
Selling
...and what would that look like?

12. The evening meal was in progress, and
the devil had already prompted Judas,
the son of Simon Iscariot, to betray Jesus.
3 Jesus knew that the Father had put all
things under his power, and that he had
come from God and was returning to
God; 4 so he got up from the meal, took
off his outer clothing, and wrapped a
towel around his waist. 5 After that, he
poured water into a basin and began to
wash his disciples’ feet, drying them with
the towel that was wrapped around him.

13. 6 He came to Simon Peter, who said to
him, “Lord, are you going to wash my
feet?”
7 Jesus replied, “You do not realize
now what I am doing, but later you
will understand.”

14. Service versus Serving
•
•
•
•
•
SERVICE
Reactive
An Obligation
Expected
The minimum
One mile only
•
•
•
•
•
SERVING
Pro-Active
An Honor
Unexpected
The Maximum
The Second Mile
Matthew 5:41
If anyone forces you to go one mile, go with them two miles.

15. DEFINING OUR ROLE AS SELLERS
•
•
•
•
Money is mentioned over 800 times;
The Transaction/Tetelestai
Get them unstuck; to get things moving
Nothing happens until something gets sold - a decision is
made to move forward
• If we are improving lives, what are we waiting for?
• A No is okay, a Yes is okay, but a Maybe, or any type of
procrastination, in the decision-making process indicates...
A Belief Issue...Yours or Theirs

16. BEHAVIOR
MINDSET
BELIEFS
180 Degrees Ministries © 2006

17. Do You Have A Job?
A Career?
A Vocation?

18. DEFINITION
Job
What you are Hired to do
Career
What you are Inspired to do
Vocation
What you are Called to do

19. DEFINING YOUR CALLING
Finding your Purpose
Knowing your Plan
Sowing your Passion

20. Finding Your Purpose
Ephesians 2:10
For we are God’s handiwork, created
in Christ Jesus to do good works,
which God prepared in advance for us
to do.

21. Finding Your Purpose
Ephesians 2:10
For we are the product of His hand,
heaven’s poetry etched on lives, created in
the Anointed, Jesus, to accomplish the
good works God arranged long ago.

22. Romans 8:28
And we know that in all things God
works for the good of those who love
Him, who have been called according
to His purpose.

23. Galatians 1:15
It pleased God in His kindness to
choose me and call me, even before I
was born.

24. Ephesians 1:18-19
I pray that the eyes of your heart may be
enlightened in order that you may know the
hope to which He has called you, the riches
of His glorious inheritance in His holy
people, and His incomparably great power
for us who believe. That power is the same
as the mighty strength.

25. The Cost
• There will be one initially and from now on;
Luke 14:28-30 says...
28 “Suppose one of you wants to build a tower. Won’t you
first sit down and estimate the cost to see if you have enough
money to complete it? 29 For if you lay the foundation and are
not able to finish it, everyone who sees it will ridicule you, 30
saying, ‘This person began to build and wasn’t able to finish.’
“You Have Inherited An Antagonist”-Alan Jackson
Disrupt, Delay, Distract, Destroy

26. Knowing Your Plan
Jeremiah 1:5
Before I shaped you in the womb, I
knew all about you. Before you saw
the light of day, I had holy plans for
you.

27. Jeremiah 29:11
For I know the plans I have for you,
declares the Lord, plans to prosper
you and not to harm you, plans to
give you hope and a future.

28. Romans 11:29
God’s gifts and His calling are irrevocable .
Romans 11:29
God’s gifts and His call can never be withdrawn.
Romans 11:29
You see, when God gives a grace gift and issues a call to a people, He does not change His
mind and take it back.
It Is Not About You Designing
Your Plan.
It Is About Discovering The Plan He Has
Designed
For You!

29. What If You Don’t Know The
Entire Plan?
Your Knowledge Of “The Plan” may be limited
to only “the next right thing”.
It’s Okay-Do That!

30. Sowing Your Passion
Ephesians 4:1
I now urge you to live the life to which God called
you .
1 Thessalonians 5:24
For the God who calls you is faithful, and He can
be trusted to make it so.

31. The Sowing And Reaping Principle Works
The Promise: If You Sow, You Will Reap
• The atheist farmer
• If you sow wheat, you will not grow corn
• Your role is to sow...
• Sowing and watering
• Focus on sowing (contact) and watering (follow-up)
• Don’t watch the plant grow, control what you can control and
leave the rest...
Galatians 6:9 says, “May we never tire of doing what is good
and right before our Lord because in His season we shall
bring in a great harvest if we can just persist.”
Permission To Fail, Not To Quit
Sowing is Serving - Take Action!

32. Accountability 
•
•
•
•
•
We all hate it...
We all need it...
There are three levels of accountability
A “Paul”, a “Barnabas”, a “Timothy” in your life
A Coach, a Contemporary, a Candidate for
Coaching
• We must be willing to hold others accountable
and be held accountable to be successful…so...
Are You Ready?

33. THE COMPENSATION
• A Joyful Life
• Great Rest
• Successful Servitude

34. What Does Success Look Like?
Money
Yourself
Your
Reach
Success
His Plan
Significance

35. THE WORLD IS WATCHING
•
•
•
•
What you do is vital
Do it well
You are the only JESUS some may ever see
The Ghandi Quote: “I like your Christ, I do not like
your Christians. Your Christians are so unlike your
Christ.”
• “Preach the Gospel everyday; when necessary use
words.” — Saint Francis of Assisi
• Mathew 6:33: “Seek first the kingdom of God and His
righteousness, and then all these things will be given
to you too.”

36. It’s not about you,
but He is
all about you!

37. TEACH ME TO NUMBER MY DAYS
Psalm 39:4
Show me, Lord, my life’s end and the
number of my days; let me know how
fleeting my life is.
15,471 days

38. Kevin
Anderson
@kandersonspeaks
-Director of Sales- Salem Nashville
-Nationally Recognized Sales
Managers and Trainers

39. Servant Selling
------ Presented by ------

40. MID - MORNING SCHEDULE
9:20am – 9:40am
NETWORKING BREAK
9:50am – 10:50am
Rory Vaden- Servant Selling
Strategies
10:55am – 11:55pm
DAVE BROWN- Painless
Prospecting
12:00pm – 1:15pm
LUNCH

41. Servant Selling
------ Presented by ------

42. Rory
Vaden
@rory_vaden
-Co-founder of Southwestern Consulting™
-New York Times bestselling author of
Take the Stairs
-Self-Discipline Strategist featured
on/in Fox News, Inc, Entrepreneur,
Fast Company, Fortune and others

43. Servant Selling
My story…

44. Servant Selling Mindset
It’s hard to be NERVOUS
when your mind is on SERVICE.

45. Southwestern Consulting
Methodology

46. Servant Selling
What is SELLING?
Solving a PROBLEM for someone that is
worth more to them than the PRICE
you are charging.

47. No SALE

48. SALE made!

49. Servant Selling
NO SALE!
ACTUAL
COST
COST>
NEED
NEED >
COST
SALE!
PERCEIVED NEED
CROSSOVER
POINT
PRINCIPLE

50. Servant Selling Insight
A sale happens when perceived NEED
Becomes greater than actual COST.

51. Servant Selling Insight
Is “Need” EMOTIONAL or LOGICAL?

52. Servant Selling
Your job is to help them ACCURATELY
understand what your SOLUTION
would be worth to them.

53. Servant Selling Insight
The greater their PROBLEM
The lower your COST.

54. Servant Selling Mindset
Don’t think of yourself as just a
“SALESPERSON.”
Think of yourself as a
“PROBLEM SOLVER.”

55. Referrals/Pre-Approach
Objections
Approach
Cycle of the
Sale
Close
Introduction
Presentation

56. Servant Selling Mistake #1
Approach
You are AFRAID
Of being PUSHY.

57. Servant Selling Strategy
Approach
Build a buying ATMOSPHERE.

58. Servant Selling Strategy
Approach
“If you like it great, let’s go ahead
and move forward TODAY, if not that
is OKAY too, but can you promise to
give me a definite YES or NO once
we take a look?”

59. Servant Selling Insight
Approach
By letting people know it’s okay to say
“No” you allow them to feel comfortable
enough to say “Yes.”

60. Servant Selling Mindset
Don’t think of yourself as just a
“SALESPERSON.”
Think of yourself as a
“DUTIFUL SERVANT.”

61. Referrals/Pre-Approach
Objections
Approach
Cycle of the
Sale
Close
Introduction
Presentation

62. Servant Selling Mistake #2
You TALK
More than you LISTEN.

63. Servant Selling Insight
CAVITIES are bad
GINGIVITIS is terrible
COMMISSION BREATH is the worst!

64. Servant Selling
25%
Of what
you say...
75%
Of what you get
them to say...
Goal:
Get your prospect to admit to themselves they have a need
BEFORE ever talking about the product.

65. “Grant that I may not
so much seek…to be
understood, as to
understand…”
St Francis of Assisi‟s prayer

66. Servant Selling Insight
INTRODUCTION
When they are TALKING
You are SELLING!
It’s like doing two things at once…

68. Servant Selling Metaphor
CPR
• Cut open the wound
• Pour salt on it
• Remedy the pain

69. Servant Selling Technique
3 Steps of Emotional Questions
1. Fact
1. Impact
1. Extract

70. Servant Selling Mindset
INTRODUCTION
It’s not about being a smooth TALKER.
It’s about being a great LISTENER.

71. Servant Selling Insight
QUESTIONS are the ANSWERS!

72. Servant Selling Insight
If you don’t ask up front then you might
be surprised later…
Like my wife…

73. Servant Selling Mindset
Don’t think of yourself as just a
“SALESPERSON.”
Think of yourself as a
“PROFESSIONAL LISTENER.”

74. Referrals/Pre-Approach
Objections
Approach
Cycle of the
Sale
Close
Introduction
Presentation

75. Servant Selling Mistake #3
You are AFRAID
Of a NO.
So unfortunately you keep SELLING
and keep TALKING…

76. Buying Lines
Buying Line
EMOTION
Buying
Zone
TIME

77. When Selling, Less is more
•
•
•
•
66 Words The Lord’s prayer
179 Words The 10 commandments
282 Words Gettysburg Address
26,911 Words
US Government Regulation on
Cabbage

78. “A fool finds no pleasure in
understanding but delights
in airing his own opinions.”
-Solomon

79. High School Dance

80. Servant Selling Insight
#1 Killer in all sales
careers…
Is not getting “No’s.”
It’s getting “MAYBE’S!”

81. Servant Selling Insight
PRESENTATION
“Yes’s” are GOOD
“No’s” are FINE.
“Maybe’s” KILL YOU.
HATE the MAYBE.

82. “Let what you say be simply
„Yes‟ or „No‟; anything more
than this comes from evil.”
-Matthew 5:37

83. Servant Selling Mindset
Don’t think of yourself as just a
“SALESPERSON.”
Think of yourself as a
“ENTHUSIASTIC FACILITATOR.”

84. Referrals/Pre-Approach
Objections
Approach
Cycle of the
Sale
Close
Introduction
Presentation

85. Servant Selling Mistake #4
You are AFRAID
To ask for the SALE.

86. Servant Selling Mindset
CLOSING
Is NOT talking someone into something
they don’t WANT,
It IS helping someone decide what is
right for THEM.

87. Servant Selling Insight
CLOSING
What makes selling a SERVICE is that
people need help making DECISIONS.
If they could decide on their OWN
they wouldn’t need YOU!

88. Servant Selling
What is CLOSING?
A series of INCREMENTALLY
COMMITTAL QUESTIONS asked for the
purpose of helping someone decide
what is right for THEM.

89. Closing is a series of...

90. The Stoplight Close
OpenMinded
Q
Yes
Q
Choice
Q
TieDown
Q
“No
Means
Yes” Q
Assumptive
SALE!
TIE-DOWN QUESTION
CHOICE QUESTION
OPEN-MINDED QUESTION
YES QUESTION
ASSUMPTIVE
NO you are saying, that
Basedcould REALLY MEANS YESprobably
What what SALE MADE! I it thatyou
onto make like like something
Does ________you BETTER, just need
show that happen
you
InIf I
order do seem something
At this ________sense to reason you see
point is there any _______, do you
makes the is couple that it _______?
it get a that something of?would
________ most orVALUE outyouyou.
to would get details from
why we couldn’t move FORWARD?
be OPEN-MINDED
WHAT ISAGREE? to?
YOUR _______?

91. Servant Selling Insight
CLOSING
Being PUSHY doesn’t mean you are a
good CLOSER…
It means you are a poor LISTENER.

92. Let the wise hear and
increase in learning, and
the one who understands
obtain guidance.
(Prov. 1:5)

93. Servant Selling Mindset
CLOSING
You need to be prepared with a
BACK-UP PLAN...

94. Servant Selling Insight
CLOSING
If at any point prior to the close,
they try to start talking about YOU
or your product or your price…
Immediately revert to talking about
THEM.

95. Servant Selling Insight
CLOSING
A BOOMERANG question is simply
responding to their question with a
QUESTION.

96. Servant Selling Mindset
Don’t think of yourself as just a
“SALESPERSON.”
Think of yourself as a
“CLARITY COUNSELOR.”

97. Servant Selling Strategy
If you practice closing everyone you
know for 21 days…

98. Referrals/Pre-Approach
Objections
Approach
Cycle of the
Sale
Close
Introduction
Presentation

99. Servant Selling Mistake #5
You are AFRAID
To CHALLENGE people.

100. Servant Selling Insight
OBJECTIONS
Is NOT someone saying
“I don’t WANT THIS.”
It IS someone saying
“Solve this problem for ME.”

101. Servant Selling Mindset
OBJECTIONS
It’s a DISSERVICE to allow people to
remain UNDECIDED.
It’s a DISSERVICE to allow people to
walk away from something
they know they NEED.

102. Servant Selling Strategy
Answering the “4 P” Objections
• Price: “It’s too expensive”

103. Servant Selling Insight
#1 Way to get caught in a discussion on
Price instead of Value…
When you TALK first
instead of LISTEN first.

104. Servant Selling Strategy
Answering the “4 P” Objections
•
•
•
•
Price: “It’s too expensive”
Procrastination: “I want to think it over”
Purchaser: “I’m not the decision maker”
Provider: “I’m currently working with
someone else”

105. Servant Selling Strategy
1. Isolate: “Other than ______ is there any
reason why you wouldn’t move forward?”
2. Transition: “I can appreciate that…” (feel)
3. Empathy: “In fact one of my other customers
____ had a similar concern” (felt)
4. Solution: “What she realized though was
______” (found)
5. Re-demo: Show another feature
6. Re-close: “Would you get value out of that?”

106. Servant Selling Mindset
OBJECTIONS
If they TRULY need what you have,
Yet you haven’t SOLD to them…
Then you haven’t SERVED them.

107. Servant Selling Mindset
Don’t think of yourself as just a
“SALESPERSON.”
Think of yourself as a
“CONFIDENCE COACH.”

108. Servant Selling Insight
What is more important than
making a SALE?
Earning their TRUST

109. Are you willing to do whatever it
takes?

110. Servant Selling Insight
FEAR is so SELF-CENTERED.

111. Servant Selling Insight
Someone is out there who needs YOU
More than you need THEM.

112. Servant Selling Mindset
Don’t think of yourself as just a
“SALESPERSON.”
Know that you are
“SOMEONE’S BLESSING.”

113. Servant Selling
------ Presented by ------

114. Dave
Brown
@davebrown_SWC
-Senior Partner/Speaker/Consultant
of Southwestern Consulting
-Knocked on 50,000+ Cold Doors
-Has Made 100,000+ Cold Calls
-Author of Painless Prospecting

115. Dave
Brown
@davebrown_SWC
-Senior Partner/Speaker/Consultant
of Southwestern Consulting
-Knocked on 50,000+ Cold Doors
-Has Made 100,000+ Cold Calls
-Author of Painless Prospecting

116. Persistence vs. Pressure

118. Persistence vs. Pressure

119. Persistence = Servant Selling
Persistence is serving someone by
way of never quitting on them where
pressure is pushing someone into
eventually quitting on you.

120. Servant Selling Principle #3
“If you don’t help people notice
you they can never buy from you”

121. Matthew 7:7-8 NIV
“Ask and it will be given to you; seek and you
will find; knock and the door will be opened to
you. For everyone who asks receives; the one
who seeks finds; and to the one who knocks,
the door will be opened.”

122. 3 Dimensional Names
•
•
Names, names, names
Valuable Ammunition in your prospecting arsenal
This professional technique really brings
your job to life and establishes
credibility with your new prospects
quickly through your shared, specific
situational experience.

123. Even though a lot of the times your
prospect doesn’t personally know the
name or family you use, they will see the
picture you have painted for them
through the story you tell.

124. Why Parables?
Matthew 13:11 NIV
"Because the knowledge of the
secrets of the kingdom of heaven has
been given to you…”

125. 3D Names
•
Hear the name
•
See the clear picture
•
Feel more
comfortable with you

126. “I”
“Me”
“My”

127. 7-TION’S of Remembering People’s Names
The most important thing to realize is
that we don’t usually forget a person’s
name. The common reality is we
never knew it.
•
•
•
•
Relaxation
Repetition
Utilization
Association
• Recognition
• Picturization
• Finalization

128. Third Party Selling
•
Service?
•
Remind…
•
Else?

129. The most important word in language to
any individual is their name. The most
vital words to your prospects when
prospecting are the names and stories of
others that you have helped live better
lives through the services you provide.

130. Prospecting Bank Account = Credibility Deposits
•
Excel -“Orate” Prospects
•
Get More No’s!
•
Pray for Your No’s

131. Competition vs. Comparison

132. Competition is the
essence of
servant selling
and comparison is the
antithesis of it.

133. Careful with these 3 words. Comparison reeks of these
words, and they hold everyone back!
• Can’t
• Always
• Never
You C A N!

134. • Competition brings out the best while
comparison slowly kills
• Competition is healthy, comparison is sick
• Competition fuels effort but comparison
breeds deceit
• Competition creates positive momentum,
comparison destroys any forward movement

135. • Competition makes you hungry, comparison
bloats your drive
• Competition awakens hidden talents while
comparison disguises strengths
• Competition fuses a bond, comparison stretches
the gap
• Competition builds skill, comparison strangles
talent
• Competition unites strangers and comparison
produces them

136. In the world of comparison all that exists
is not good enough…
2 Corinthians 12:9 NIV
“My grace is sufficient for you, for my power is made
perfect in weakness.”Therefore I will boast all the
more gladly about my weaknesses, so that Christ’s
power may rest on me.”

137. Painless Prospecting
Dual Meaning…
See More = Serve More

138. Dave
Brown
@davebrown_SWC
-Senior Partner/Speaker/Consultant
of Southwestern Consulting
-Knocked on 50,000+ Cold Doors
-Has Made 100,000+ Cold Calls
-Author of Painless Prospecting

139. Servant Selling
------ Presented by ------

140. AFTERNOON SCHEDULE
1:15pm – 2:15pm
Dustin Hillis– Navigate:
Selling the way people
like to buy
2:20pm – 3:20pm
AMANDA JOHNS-VADEN
& Then Some: The Art of
Exceeding Expectations
3:20pm – 3:40pm
NETWORKING BREAK
3:45pm – 5:00pm
RORY VADEN–
Christians Take the Stairs

141. NAVIGATE – Dustin Hillis
• Co-Founder of Southwestern
ConsultingTM
• # 1 producer out of 150,000
salespeople for 155 year old
Southwestern CompanyTM
• Executive Level Coach and
Sales Performance Consultant
• Author of Navigate: Selling the
Way People Like to Buy

142. NAVIGATE
Selling the Way People Like to Buy

144. SOLIDIFICATION
Understanding the 4 Behavior Styles
 Fighter
 Entertainer
 Detective
 Counselor

145. THE FIGHTER
Strengths
Weaknesses
Results Oriented
Impatient
Resilient
Controlling
Toward Motivation: Determined to Overcome Odds
Fear: Loss of Control
Under Stress: Runs People Over
Objections: Not Interested. Don’t have time. NO!

146. THE ENTERTAINER
Strengths
Weaknesses
Extroverted
Talks Too Much
Enthusiastic
Follow Through
Towards Motivation: Inspired by Affirmation
Fear: Rejection
Under Stress: Overwhelmed
Objections: Price. Not today. Call me tomorrow.

147. THE COUNSELOR
Strengths
Weaknesses
Team Player
Slow Decision Maker
Active Listener
Bottles Up Emotions
Towards Motivation: Desires Consistency
Fear: Change
Under Stress: Avoids Controversy
Objections: Not Decision Maker. Doesn’t make quick
decisions.

148. THE DETECTIVE
Strengths
Weaknesses
Detail Oriented
Negative
Perfectionist
Analysis Paralysis
Towards Motivation: Accuracy
Fear: Making Mistakes
Under Stress: Overly Pessimistic
Objections: Think about it. Checkout other options.
Maybe.

149. NAVIGATE
What is your behavior style?
 Fighter
 Entertainer
 Detective
 Counselor
What are you the most like?
What are you the least like?

150. INDENTIFICATION
7 Second Rule
Pre Approach
4 questions to ask:
1. Decision maker’s first name?
2. Cell phone number?
3. Best time to reach them?
4. What kind of decision maker are they?

151. VOICE QUADRANTS
FIGHTER
ENTERTAINER
Speaks with:
Authority
Speaks with:
Enthusiasm
COUNSELOR
DETECTIVE
Speaks with:
Authenticity
Speaks with:
Anticipation

152. HOW TO IDENTIFY
BUYING BEHAVIOR STYLES
Hand Shake
 Fighter – Jabbing Motion, Firm, On Top
 Counselor – Hesitation, Soft, Pockets
 Detective – Calculated, Moderate, Space
 Entertainer – Extroverted, Over Extend, Close

153. HOW TO IDENTIFY
BUYING BEHAVIOR STYLES
Office Environment
 Fighter – Awards, Plaques, Prestige
 Counselor – Pictures of Family and Team
 Detective – Clean, Neat, Organized
 Entertainer – Messy

154. NAVIGATE A FIGHTER
Approach
 Less rapport
 “The Reason”
 Don’t hesitate
 Be confident

155. NAVIGATE A FIGHTER
Presentation
 Give value statement quick
 Tell them what’s in it for them
 Bottom Line
 Challenge them in a positive way

156. NAVIGATE A FIGHTER
Close
 Give them control
 Answer their what questions
 Choice of two positives
 Don’t argue - Ask why?

157. NAVIGATE A COUNSELOR
Approach
 Take it slower with them
 Tone it down – low and slow
 Talk about your company / name brand
 Ask for their opinion

158. NAVIGATE A COUNSELOR
Presentation
 Ask them for feedback
 Make sure all decision makers are there
 Focus on the benefits for their team / family
 Under promise and over deliver

159. NAVIGATE A COUNSELOR
Close
 Don’t be demanding
 Answer their “How” questions
 Take change gradually
 Walk out close

160. NAVIGATE A DETECTIVE
Approach
 Match tone of voice, not emotional
 Details
 Provide numbers and percentages
 Give a time frame

161. NAVIGATE A DETECTIVE
Presentation
 Don’t be vague
 Use graphs and charts
 Show statistics and data
 Review the contract

162. NAVIGATE A DETECTIVE
Close
 Use facts and logic
 Answer their “Why” questions
 Product, Price, Performance Close
 Direct close on logic

163. NAVIGATE AN ENTERTAINER
Approach
 More rapport
 Use 3-Dimensional Names
 Match energy level
 Smile, smile, smile!

164. NAVIGATE AN ENTERTAINER
Presentation
 Keep things fun
 Multi-media, PowerPoint and leave behinds
 Encourage and praise

165. NAVIGATE AN ENTERTAINER
Close
 Sell big picture
 Answer their “Who” questions
 Dream with them (Crystal Ball Close)

166. Testimony from my 1st summer
selling books door-to-door

167. NAVIGATE
Selling The Way People Like To Buy

168. Servant Selling
------ Presented by ------

169. Amanda
Johns-Vaden
@amandajohnsSWC
-Senior Partner at Southwestern
Consulting
-Million-Dollar Producer and ranked
in the top 1% of consultants
worldwide
-Author of Unspoken and & then
some: The Art of Exceeding
Expectations

171. Generational Communication
Trends
Matures
1909-1945
Baby Boomers
1946-1964
Gen X
1965-1979
Gen Y
Gen IY
1980-1994
1995 - Now
Workplace Generation
Preferred Communication
1st Dimension
Matures
Face to Face
2nd Dimension
Baby Boomers
Phone/ Snail Mail
3rd Dimension
Gen X
Email/ Text
4th Dimension
Gen Y/ Gen IY
Social Media

172. GENERATIONAL TRENDS VIA SOCIAL MEDIA

173. Exceed Expectations
Your clients are not expecting you to stay in touch; they probably hope
that you will but don’t expect it at the same time. When it comes to
over delivering on expectations; start as soon as you determine you
have a prospect and never stop!

174. REACHING YOUR PROSPECTS…
Do what its expected & then some
1st Dimension:
Matures
In-Person Meetings
1. Befriend the RECEPTIONIST. Get to know the people in the office.
•
Send a thank you card, thanking them for the meeting, 24 hrs after your meeting
•
Depending on the nature of your business, mail/drop-off a package of information,
gift (I love sending books) or anything else that is a positive reminder of your
meeting – personal gifts go a long way. Show the extra effort
•
Stop by in-person or schedule a lunch 5-7 days after your meeting. Build a
relationship first and foremost.
BUILD A RELATIONSHIP WITH THEM….

175. 2nd Dimension:
Snail Mail
Baby Boomers
Phone Calls /
1. Leave “mystery messages”
a. Definition: ______________________________
2. MAIL creative marketing pieces. Stand out.
•
Send thank you card, thanking them for the meeting, 24 hrs after your meeting.
•
Follow up 4-5 days after your meeting with a phone call to answer any additional
questions that may have come up since your meeting
•
Follow up 2 weeks after your meeting, with a phone call, to schedule an inperson meeting if possible (have specific offering in mind when you call). Keep
constant contact with this generation. They are busy and others are vying
for their attention.
STAY TOP OF MIND…

176. 3rd Dimension:
GenX
Online / Text
1. Send them an email through LINKEDIN
2. If they do not respond to voicemail or email, TEXT THEM
•
Text them a quick thank you message within 30-60 mins of your meeting. Immediacy
makes an impact.
•
Send a thank you email, thanking them for the meeting, 24 hrs after your meeting.
Include client testimonials attached in your email. They want 3rd party feedback.
•
Send an email 2-3 days after your meeting providing them with a link to a relative
article, blog post, web link, etc supporting information discussed in your meeting.
Send them information.
ENGAGE THEM….

177. 4th Dimension:
Media
Millenials (Y/IY)
Social
1. Contact on various SOCIAL MEDIA SITES… start with FACEBOOK
3 Things that help you get business on SOCIAL MEDIA:
1. Be Findable - Keep your profile up to date and complete, Join Groups and add
your picture. Your social media profiles are more than likely the first place they
will find you! Get a profile.
2.
Link your profile to your website, blog and other social media sites to increase
the likelihood they visit other places to learn more … this includes Pinterest
3. Get Recommendations on LinkedIn. They want to know who you know and
who else knows you.
GET TO KNOW THEM…

178. 5 STEP APPOINTMENT FOLLOW-UP
Exceed Expectations
1st Dimension:
Meetings/Snail Mail
Matures
In-Person
Step 1: Mail a Handwritten thank you card
2nd Dimension:
Mail
Baby Boomers Phone Calls/Snail
Step 2: Follow-Up with a phone call to re-confirm the date of your
appointment
Call until you are able to confirm your appointment. Start the attempts 34 before the scheduled meeting because it may take you 2-3 days to
actually reach your prospect.

179. 5 STEP APPOINTMENT FOLLOW-UP
Exceed Expectations
3rd Dimension:
Text
GenX
Online /
Step 3: Send confirmation email with date/time of your appointment.
Send an email within a few hours of setting appointment.
Step 4: Send Outlook invite
Once you schedule an appointment (phone meeting or physical
appointment), schedule the meeting in your Outlook calendar and then
invite them to join your meeting… This is also a good indicator of the
QUALITY of your appointments.

180. 5 STEP APPOINTMENT FOLLOW-UP
Exceed Expectations
4th Dimension:
Gen Y / Gen IY
Social Media
Step 5: Add them to your network on LinkedIn
The more they have invested in you the less likely they are
to cancel or postpone your meeting.
Get to know them and let them get to know you.

181. “It’s not your client’s job to
remember you…
It’s your job to make
sure they don’t
forget you.”

182. When you do more …
It does more for you
Here are 7 ways that exceeding expectations on
the front end helps you on the back end:
1.Shows your ______________
2.Affirm buyer’s ______________________________
3.Minimize potential buyer’s ___________________
4.Address potential challenges as they arise (before they grow into something
worse)
5.Identify upcoming needs to develop ___________
6.Retain customers and ________________________
7.Obtain referrals and word-of-mouth ____________

183. 3 SIMPLE STEPS TO
EXCEEDING EXPECTATIONS
Step 1: ___________________
Never use the excuse “I forgot” because you didn’t have it written down somewhere.
Exceeding expectations is about over-delivering.
Use a CRM, use Outlook, use a paper calendar, use Apps, use your phone
– Just use something!!!
Remember this...
If you don’t schedule it, you probably won’t do it.
People want 2 things in a business relationship; to have a trusting relationship with
someone they like and to know that they are appreciated and valued as a client.
You can create trust by just implementing a static level of consistency in your efforts to
stay in touch and keep them informed and to show them thanks.

184. It’s all about execution vs intention

185. 3 SIMPLE STEPS TO
EXCEEDING EXPECTATIONS
Step 2: _________________________
1. Send physical reminders of you, your company and your
products/services. MAKE THEM REMEMBER YOU.
2. Use Creative packaging to show you put in extra effort.
Show them don’t tell them.
3. Have personalized materials that showcase your
uniqueness. Be different.

186. What does creative
look like for you?

188. 3 SIMPLE STEPS TO
EXCEEDING EXPECTATIONS
Step 3: __________________
How can social media help you EXCEED
EXPECTATIONS?
A.FREE MARKETING- Over 1.2 billion people on Facebook, 180 million on LinkedIn
and 500 million on Twitter.
B.PUBLIC 3RD PARTY TESTIMONIALS - Who better to sell you than your own
customers! Get them to tell the world how much they love your services.
C.FOLLOW-UP - We all struggle to stay in touch with our past customers.
Facebook, LinkedIn and Twitter provide an on-going, consistent and FREE way to do
that.
D.LEAD GENERATION - The more immediate value of web work is not as much in

189. WHAT YOU NEED TO KNOW ABOUT
SOCIAL MEDIA…
WHO?
WHAT?
WHY?

190. THE WHO, WHAT AND WHY
OF SOCIAL MEDIA
A professional social networking platform.
Think of it as your _____________ at the
office with whom you do professional
networking.

192. WHY USE LINKEDIN?
1. Names, names, names!
-Expanding and mining your circle of influence
2. Establishing your expert positioning
3. Professional relationship networking

193. LINKEDIN LEAD GENERATION
2 EASY TECHNIQUES YOU CAN USE TODAY…
1.Simple Sweep – Using the advanced search function to
search and develop a list of specific and preferred
prospects (Looking for 2nd Connections)
2.Super Sweep – Using the advanced search function and
applying the Save feature to save your best contact
searches

194. Technique 1: Simple Sweep

195. The Simple Sweep

199. WHAT IS FACEBOOK?
Facebook is like your friends at a ___________.
This is your social networking platform.

201. WHAT IS FACEBOOK?
Today, there are over __________ people on
Facebook and doubling every year.
Fastest growing demographic is age 35-55.
Second fastest growing demographic is ages _______

202. REAL
LIFE

203. WHY USE FACEBOOK?
What is Facebook good for?
Pre-approach/_________________ nuggets, follow-up touches,
listening, building large communities
It’s about timing… finding the right opportunity because you
stayed in touch with your customers and prospects.

206. Facebook
Fanpages

207. WHAT IS TWITTER?
Think of it as the chatter at a party.
Think of Twitter as the answer to the question
“what’s happening?”
WHO IS ON TWITTER?
- 62% of Twitter users are 18-34 / Millenials
- 55% of Twitter users are females
- Huge impact on media, news, brands and big
business
- Not a relationship or networking tool

209. WHY USE TWITTER?
1. To Be Heard
The more you tweet the more followers you will get
because the more opportunities there are for you
to be heard.
2. To Show Your Human Element
People want to know the real you
3. To Find Things, People, Conversations
Target people on Twitter who tweet about similar
things that you’re interested in

211. Generational Trends
On Pinterest…
• Matures 3%
• Baby Boomers 8%
• GenX 53%
• GenY 27%
• Millenials 9%

214. To learn more about Amanda
and her corporate programs
Please visit
www.amandajohnsvaden.com

215. Servant Selling
------ Presented by ------

216. LATE AFTERNOON SCHEDULE
3:20pm – 4:00pm
NETWORKING BREAK
4:00pm – 5:00pm
RORY VADEN–
Christians Take the Stairs

217. Rory
Vaden
@rory_vaden
-Co-founder of Southwestern Consulting™
-New York Times bestselling author of
Take the Stairs
-Self-Discipline Strategist featured
on/in Fox News, Inc, Entrepreneur,
Fast Company, Fortune and others

218. Christians
Take the Stairs
Rory Vaden

221. James 1:27
“Religion that God our Father accepts as pure
and faultless is this: to keep oneself from
being polluted by the world.”

222. How much does
Procrastination cost?
Average employee wastes
2.09 hours
EACH DAY!!!

223. The Purchase Price of Procrastination
Average salaried employee in US makes
$39,795 or $19.13 per hour.
Costs Employers $10,396 per year
Per Employee!!!

224. The Purchase Price of Procrastination
If the target commission for a salesperson
is $79,590 per year or $38.26 per hour
Costs You $20,792
Per Year!!!

226. What is God prompting you to do
That you are putting off?

227. James 1:22, 2:17
“Do not merely listen to the word and so deceive
yourselves; do what it says…Faith by itself if
not accompanied by action is dead.”

228. Procrastination
• Consciously delaying what you know
you should be doing
Creative
Avoidance
• Unconsciously filling the day with
menial work to be busy being busy;
distraction
Priority Dilution
• (Un) Consciously delaying by
allowing your attention to shift to
less important tasks; interruption

229. Discipline

230. 2 Timothy 1:7
“For God didn’t give us a spirit of timidity, but a
spirit of power of love and of self-discipline.”

231. Discipline
Start doing things you don’t want to do.
Create a “Take the Stairs” Mindset

232. The Paradox Principle
of Sacrifice
A Buffalo Mentality

233. The Paradox Principle
of Sacrifice
EASY short-term choices lead to DIFFICULT long-term
consequences.
DIFFICULT short-term choices lead to EASY long-term
consequences.

234. We ALWAYS pay a price.

235. Leverage LONG-TERM vision to
endure SHORT-TERM sacrifice.

236. Hebrews 12:11
“No discipline seems pleasant at the time, but
painful. Later on, however it produces a
harvest of righteousness and peace for those
who have been trained by it.”

237. The Buy-In Principle
of Commitment
The MORE we have invested into something
the LESS likely we are to fail.

238. Attitude:
Attitude:
• "I'm not sure yet"
• "I'm in for good"

239. COAST
SILK

240. Increase your commitment by
creating the question HOW rather
than relenting to the question
SHOULD.

241. Luke 1:37
“For nothing is impossible for God.”

242. The Perspective Principle
of Faith
Tape Measure Timeline

243. A challenge in respect to TODAY is BIG PROBLEM
A challenge in respect to our LIFESPAN is SMALL PROBLEM
A challenge in respect to ETERNITY is NO PROBLEM

244. The Perspective Principle
of Faith
Our ability to have PEACE is directly proportionate
to the term of our PERSPECTIVE.

245. 2 Questions
Question 1: A woman had 8 kids
3 were DEAF
2 were BLIND
1 was MENTALLY RETARDED
And she had SYPHILIS...

246. 2 Questions
Candidate 1:
Friends with Crooked Politicians
Consults with Astrologists
Had 2 Mistresses
Is a Chain Smoker
Drinks 8 – 10 Martinis/day

247. 2 Questions
Candidate 2:
Kicked out of office twice
Sleeps in daily until noon
Used opium in college
Drinks a quart of whiskey every night

248. 2 Questions
Candidate 3:
Decorated war hero
Doesn’t smoke
Doesn’t drink
Has never had an extramarital affair

249. 2 Questions
Candidate 1:
Friends with Crooked Politicians
Consults with Astrologists
Had 2 Mistresses
Is a Chain Smoker
Drinks 8 – 10 Martinis/day
Franklin D.
Roosevelt

250. 2 Questions
Candidate 2:
Kicked out of office twice
Sleeps in daily until noon
Used opium in college
Drinks a quart of whiskey every night
Winston
Churchill

251. 2 Questions
Candidate 3:
Decorated war hero
Doesn’t smoke
Doesn’t drink
Has never had an extramarital affair
Adolf Hitler

252. Less the ability to see the entire future,
we aren’t ENTITLED to evaluate the REASONS
why bad things happen today.

253. Faith is CHOOSING to believe that what is happening NOW
is for a GREATER GLORY later on.
What are YOU being PREPARED for?

254. Proverbs 3: 5-6
“Trust in the LORD with all your heart and lean
not on your own understanding; in all your
ways acknowledge him and he will make
your paths straight.”

255. Do your BEST
Let God do the REST
Let GO, Let GOD

256. Milwaukee, WI

257. Chicago, IL

258. Minneapolis, MN

259. New York City, NY

260. Matthew 7:13
“Enter through the narrow gate. For wide is the
gate and broad is the road that leads to
destruction, and many enter through it. But
Small is the gate and narrow the road that
leads to life and only a few find it.”
New York City, NY
York City, NY

261. WORLD TOUR
www.takethestairstour.com
Burj Khalifa
✔
✔

✔


✔

✔
UAE

263. What’s the first step?
1. Make The Commitment–
Bring your business card and get a
free bookmark!

264. What’s the first step?
1. Make The Commitment–
Bring your business card and get a
free bookmark!
2. Get A Coach

265. Daily Discipline
Overcome procrastination and make lasting
change with increased accountability:
1. Daily encouragement via email
to keep you focused
2. Fresh ideas to keep you going
3. Renewed motivation every week with a
video delivered right to your inbox
4. Insight into the most effective life
changing strategies available
$10/
month

266. What’s the first step?
1. Make the Commitment- Bring
your business card and get a free
bookmark!
2. Get A Coach –Daily Discipline!
3. Take The Stairs In Pairs–
Get a partner!

267. The Rent Axiom
Success is never OWNED.
It is only RENTED; and the rent is
due EVERY DAY.

268. Servant Selling
------ Presented by ------

269. THANK YOU!
------ Presented by ------