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  • Facing Fear

    Guest Post By: Jay Wang

    Fear is the root of many challenges we face in life. If we really dig down, at the core of things, like worry, doubt, anxiety, depression, etc. you will find fear. Even things like rage, selfishness or apathy can be traced back to fear.

    Fear…Recently a few close friends and I went downhill mountain biking at a local ski resort, in the summer time you can take the ski lift up with a downhill mountain bike and hit some intense descents. It was really scary and admittedly most trails there were several levels higher than my current skill set. For those of you not familiar with mountain biking, the difference between cross-country or trail riding and downhill riding is exponential! We are talking huge jumps and turning corners that you can get horizontal in!

    I had gotten advice that often in an ugly situation where you are about to crash or… say hit a tree, you actually need to let off the brakes so that you can gain control, get traction, steer around the obstacle and ride out the situation. Counter-intuitive to say the least. I experienced this first hand noticing that the more afraid I felt, the more I seemed to use my brakes. The more I used my brakes the less traction I had, especially when over breaking and the more out of control I felt! I had to really face my fear and constantly focus on using my body and going with the flow of the trail vs my default fear based reaction to slam on the brakes. It ended up being an epic adventure, a good time and a victory!

    Sales, business, and life work the exact same way. Look at our fear based reactions like call reluctance, procrastination or self-sabotaging our own success. They again can all be traced back to a core element of fear.

    Here are a few steps to help you face your fears!

    1. Know the Enemy!  What are you afraid of? Name it and write it down. Acknowledge it and you may start to see how insignificant or unlikely it is. Understanding fear helps us to better react to it in the right way. Many of us have heard the old acronym that F.E.A.R. is False Evidence Appearing Real. Though I agree entirely I would also like to submit that many times there is something very real we fear. Going back to my downhill mountain biking trip, I forgot to mention, that day we saw two broken collarbones and one guy got carried off in an ambulance. Believe me, the danger and risk was very real. HOWEVER, fear is a multiplier! It takes that risk and it exponentially multiplies that which we are afraid of! It snowballs in our creative imagination and becomes a monstrosity. So awareness is key!

    2. Do Battle with the EnemyFear is a cunning foe, you can not fight it by attacking it directly because whatever we resist persists. You can’t fight the fear of falling on a mountain bike by saying, don’t fall, don’t fall, don’t fall. Guess what your mind focuses on?!?  That’s right! Falling! And what usually ends up happening? You guessed it. Often times, fear causes us to do the things that will bring about exactly that which we do not want to have happen, like over breaking on a mountain bike. This applies to cornering on a motorcycle as well, FYI. So what do you do? Like a martial artist master, you must see the attack (in this case the fear), maneuver to allow the attack to pass right by you and make your move!  So what’s your move?

    a.     Focus on what you are doing and not on what it is you are afraid of.

    b.     Use Self-Talk or have a Mantra-  I got this! This is a walk in the park! This is fun! I’m crushing this!

    c.     Have a plan to focus on the right things!- do it step by step, break it down and slowly build momentum and confidence!


    Happy Halloween! Go out and Face your Fears!

    Jay Wang started selling with The Southwestern Company while in college. He was in the top 1% of sales producers and was able to sell, recruit and manage teams in order to pay his own way though school. After graduating with a degree in Business Management, he transitioned to managing multi-million dollar commercial real estate properties, achieving record-breaking occupancies. Since 2011, Jay has been traveling the country as a professional sales trainer and Partner with Southwestern Consulting.

  • Being Decisive

    Guest Post By: Dustin Hillis

    What do people like Richard Branson, Elon Musk, Mark Cuban and Mark Zuckerberg have in common? Other than being billionaires, they all are decisive. They know what they want. They understand their priorities. They make decisions. You’d probably never hear any of them say, “let me think about it”. Billionaires don’t have time to “think about it”; it’s either a “yes” or it’s a “no”. Opportunities are lost every day from not making a decision.

    What is there to think about? Most of the time if we have to think about something, it’s because we don’t have a clear vision for what we really want. People are so focused on the day-to-day minutiae of life, that they cannot set their sights down the road on the bigger prize. It’s interesting to ask people the question “what do you want?” Most people respond with something generic like “happiness”, “make a lot of money”, “world peace”, etc. If someone asked you “what do you want?”, could you answer the question? Knowing what you want is the first step in being a decisive decision maker.


    Considering your priorities and reorganizing priorities based on what is going to get you another step closer to your goal every day is a skill. We are all busy being busy. Nobody on the planet thinks they aren’t “busy”.

    Why do so few people exceed their goals in life? They have their priorities out of order. If your priority is to become the number one producer, become financially independent and build wealth, then why are you spending so much time checking email, reading up on current events and chit-chatting with your co-workers by the coffee machine? You should spend 90-95% of your time doing things that only you can do with your unique skills and talents. Understanding your priorities will help you to stay focused on the things that only you can do.

    All that is left now that you know what you want and you’ve got your priorities reorganized daily is to take action. Stop thinking. Pick up the phone. Book the trip. Ask the girl of your dreams out on a date.

    Stop thinking and start doing. Make decisions. Be decisive. If 90% of your decisions are right, then the 10% that are wrong will be made up from making more positive decisions.

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield

  • The Power of Consequence in Sales and Service

    Guest Post By: Alan Morton


    For the want of a nail, the shoe was lost, for the want of a shoe the horse was lost, for want of a horse the battle was lost…you probably know the rest and if you don’t, suffice to say nothing good happens!

    I heard this childhood rhyme the other day and it reminded me of the importance of consequence; the consequence of which has been me writing this post on a key behaviour that distinguishes great sales and service delivery professionals – their awareness, ability and willingness to ask consequence questions.

    Along with the well-known proverb another reminder of this was an email that I received from a delegate who had recently attended a session which highlighted the following real life customer experience that they had observed:


    Discussions started to uncover the fact their servers were running close to max. The customer was aware and had been aware of this fact for a few months and almost dismissed the situation as a case of, “Yeah, this is how it is,” and he moved onto the next train of thought. It was at this point that the team remembered to ask a ‘Consequence Question’, “What would happen if the servers were to reach or exceed max capacity?” Although this is a seemingly common sense question, the customer’s thought process shifted dramatically and he responded, “Well they would crash, the website would fall over and that would be terrible.” From this point on, the focus of the conversation from the customer was on what could be done to prevent that happening which enabled us to layer in our potential value.”

    In sales parlance the ‘Consequence Question’ led to the customer recognising pain and as we at SBR Consulting would say, he moved from ‘Satisfaction’ to ‘Realisation’ in his buying process. The interesting thing is that the person asking this question is officially in a service role, the key difference was that they were providing proactive service in making the customer aware of things that they should be aware of rather than waiting for something to go wrong and fixing the problem. Prevention is always better than cure!

    Too often people in sales and service based roles hesitate about asking these questions because they think that they are so obvious. The reality, however, is that consequences are not always obvious or top of mind. So, by getting customers to stop and think these through, they begin to appreciate what will happen if they don’t act and this is what can then create the emotional engagement that is necessary to drive action and move it up their priority list.

    One way to frame these questions is through using ‘Third Person Validation’. This would sound something like, “John, when other customers have raised that issue they have often highlighted that the possible consequence would be…., is that what would be likely to happen here as well?”

    Call to action:

    Think through the common issues that you resolve for your customers – what potential consequences could these issues have on your customers?
    Whenever you hear an issue think consequence and ask your customer!
    Let me know what effect a conscious focus on understanding your customer’s perception of consequence has on your sales conversations


    Alan Morton started off in sales simply to fund his postgraduate education but he quickly realized that the challenge and intricacies involved in achieving success at the highest levels of professional selling had him hooked. 15 years into a career that has involved selling, leading sales teams and developing organisations in the US and across Europe Alan is passionate about continuing to hone and develop the habits of a high performer in himself and in others. He works closely with organisations across industry but with a particular focus in the IT, engineering and finance sectors helping them to drive revenues and develop high performance sales cultures.

  • Control What You Can: Attitude and Effort

    Guest Post By: Emmie Brown

    attitudeOften we get frustrated in life when we try to control things that we actually have no control over.

    We get frustrated when the traffic is bad and we are late to work.

    We get frustrated when somebody doesn’t buy from us, or they don’t show up for an appointment.

    We get frustrated all day long with little things that are happening, that we forget that we cannot actually control some of those things.

    What can we do to keep from feeling this way?

    There are only two things each day that you actually can control. Only two things!

    They are your attitude and your effort. That’s it!

    When something bad happens you control how you react to that something. You can control what attitude you choose to put on. Choose to put on a good one!

    You can also control how hard you work. How many hours you put in. You control how hard you work during those hours, how many phone calls you make, if you pick up the phone and dial again and again and again.

    There are things that you can influence, like how well you have a conversation. You can influence if somebody buys or not, but you can’t really control the outcome at all.

    You can control a lot of what you do in terms of how many appointments you set, etc. You can have a great amount of control over that. Two things we can work on controlling is how hard we work and our attitude.

    If you focus on controlling the “controllables,” controlling what you actually can control, and just surrender the rest, you will have a lot less frustration and a whole lot more peace!

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.

  • Never Have a Maniac Monday Again with These Two Tips

    Guest Post By: Amanda Johns Vaden

    time-to-planDo you ever feel like you have more to do than the hours that are available on any given day?

    Sometimes I wake up and I go to bed and I haven’t even checked anything off of my to-do list, and I think, “What did I do all day today?

    If you’ve ever felt like you had a Maniac Monday, we’re going to give you a couple of tips on how to really prepare your week. It will help you get things in order so you feel like you accomplished things and have a balanced week.

    Monday mornings crash in on you, whether it be responding to voicemail, setting appointments for the week, or responding to emails from the weekend, you’re picking up from where you left off on Friday afternoon. It’s crazy.

    Here are two tips to put into place to help better organize and manage your time.

    Tip 1:

    The key to avoiding a maniac Monday – don’t wait until Monday. Start your week off the right way and plan your whole week on Sunday’s.

    Yes, your whole week. Plan your calls, plan your meetings, plan your meals, plan your workout time, plan everything. Schedule it out. Scheduling is like anything else. If you don’t schedule it in, it probably won’t get done.

    The reason that you start to feel flustered and frustrated in the evenings or after work or on the weekends, if you tell yourself you’re always so busy and you never have time to do anything, it’s because you’re always doing things off the cuff and on the fly.

    You’re never planning ahead. You’re reactive, you’re not proactive. I know that because I used to be that way. Planning on Sunday night, it gives you clarity. It lets you breathe on Monday mornings because everything has a place and everything is in its place.

    Tip 2:

    Know where you’re going. This is the second benefit of having a very detailed schedule. I see and hear one of the biggest mistakes of sales people is they spend so much time searching, and looking, and preparing but they actually never do what they intended to do in the first place.

    Many times we have found at Southwestern Consulting that some of the best times of the day to reach decision makers are from the hours of 8 a.m. to 10 a.m. or even before 8 a.m. But generally, that’s when most people do their daily planning.

    That’s when they’re figuring out who are they going to call today? Who do they need to call back? Who do they need to email? Who do they want to put on their prospecting list? What kind of lead generation activity should we be doing?

    That’s not the time to be doing that. Eight o’clock to 10 o’clock is the time to be making phone calls and walking in doors. But many times, because we weren’t prepared, we didn’t know who to call on, that’s when we do all our prep time and the moment we get ready to walk out the door and pick up the phone, our decision makers, they’re busy or they’re gone for the day.

    If you really want to be successful and feel movement, you have to align your schedule with your decision makers, not with what’s convenient for you.

    Being detailed and planning ahead are really two keys that you can use to get rid of maniac Mondays and get a grip on your schedule.


    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow Up

  • Your Forward 40

    Guest Post By: Dave Brown

    This is a technique you can use forever. This is how I’ve become a prospecting genius and what I have learned to master over the years. The Forward 40.

    When it gets time to make those calls, and you don’t know who to call, your momentum gets squashed. To keep things from falling apart, make sure you stay in a positive mindset and always allow yourself to continue to grow. It can be done with one 15 minute day-defining task!

    Focus on getting YOUR FORWARD 40.

    What is this? It’s the 40 people you make a note of to call the next day. At the end of the day, plan your day with those 40 people you need to contact or see the next day.  That list will be the first 40 people you will reach out to. Put it in a spreadsheet or write it down, so when you get up to start your day your mind is already aware of who you’ll be talking to and what it will be about.


    Now, don’t be thinking 40 is just way too many. Say you only get to 10 of those calls and were really successful, you already have 30 for the next day on your list. There’s an upside! Say you’re even more brilliant and do get to all 40, wrap up that day by making another list of 40 people, and continue that momentum and positivity in prospecting the next day. Set yourself up for success! This is an incredible way to keep your head in the right place and get to as many people as possible.

    Your prospecting nugget for today:

    With prospecting, every day you have a choice, to either make an excuse or find a way.

    The best of us will find a way. So many excuses exist that try to keep us from finding a way. When you have your Forward 40 in gear, you will not have an excuse. Find a way, go get on that phone, get to prospecting, and go be as great as you know you can be!

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.

  • My Customer Wants to Cancel. Help!

    Guest Post By: Dew Tinnin

    Dew, I just got a call from my customer; he wants to cancel our contract. How do I recover?  -Josh

    Josh, when your customer wants to cancel, that dreaded “buyer’s remorse” call is one of the worst calls to receive in your sales career. Usually when I get this question, it has more to do with sulking over the lost deal, not trying to re-sell it.

    When your customer wants to cancel, the deal can often be saved. You just have to CREW them. CREW is one of the sales ninja techniques we use at Southwestern Consulting and it works phenomenally. So instead of sulking over a lost deal, spend 5 minutes on this technique and then call your client back and CREW them.



    Use these 4 steps when a customer wants to cancel:

    • C – Calm them down: Use the Feel, Felt, Found technique here. Agree with them and let them vent; then move on.
    • R – Resell the product: There was a reason they meet with you and committed to the deal in the first place. Remind them of their pain and resell the product.
    • E – Explain the situation: Use this time to explain the situation. Because of the contract, it may not be possible for your customer to cancel.
    • W – Work out a way: Don’t lose a current customer or burn a bridge. If they still say no, it may be just a “no” for today. If you’ve done your job well, they’ll come back to you!

    The cancelled sale can be one of the toughest things to recover from emotionally. I know how it is: you thought the sale was a done deal, you had already poured the champagne and (mentally) counted your commission!

    I hear this story from my coaching clients all of the time. Many times, the customer wants to cancel at the end of the month, causing a missed sales target. All too often, the salesperson allows this to put them into a funk, which then causes them to miss their targeted numbers for the rest of the quarter.

    Instead, ask questions to understand their why behind canceling, and work out a way. If in the end they still end up canceling, then pick yourself up and pick up the phone. Nothing cures a lost deal with another booked appointment to replace it!


    Dew Tinnin is a partner, consultant, and executive sales coach with Southwestern Consulting. As a coach and consultant, she splits time between one-on-one coaching (with sales professionals, managers, and business executives)  and consulting with sales managers and business owners about the services Southwestern Consulting™ offers to help increase sales and grow their business. Visit Dew’s website at http://salescoachdew.com/

  • An Easy Fix To Help You Close More Sales

    Guest Post By: Kitty Barrow

    One of my coaching clients (we’ll call him Bob), was completely frustrated with his closing percentage. He was doing his 5-step Introduction as we had scripted it out. He was building trust and rapport a lot quicker. He was able to modify how he presented based on why they said they would buy in the Introduction.  Yet his closing percentage hadn’t increased much and he couldn’t figure out why.k1


    Because Bob is a great student of his game, he recorded his presentation for us to review. As we listened together, within 10 minutes we were able to figure out where he was losing the sale.

    Does this ever happen to you? Do you ever sit down with a prospect. You know they need your product/service. They say that they need your product/service. You still aren’t able to get them to move forward at the end of your conversation? Do they end it with things like, ‘let me think about it’ or ‘call me in 6 months’? When this happens, does it drive you nuts?!?


    Screen Shot 2015-10-26 at 8.53.25 PMWhat we discovered when listening to Bob’s recording was that he was making one of the most COMMON mistakes of all sales people.

    What is that?

    When asking them about what they needed to ‘alter or change’ about their current situation, often they would speak of their pain. Then Bob responded like most sales people. He said, ‘Ok’ and moved on to the next question. ALL HE SAID was ‘Ok’ and moved on!!  Bob didn’t dig deeper into the pain of their current situation. Bob admitted that since they spoke of their pain, then he thought they understood their pain. Plus, he is a sales person and like most sales people, Bob wants people to like him.  He thought that if he got them to speak of their pain, then they wouldn’t like him.


    Here are 2 important rules that you MUST understand when asking your prospect about their pain:

    1. You must get them to talk more about how this pain is negatively affecting their life until they have some emotion tied to it.  They will NOT change their situation without the emotion.
    2. You did not cause their pain! You did not cause their pain so why would you think that digging into a pain that they have would cause them to not like you?!? If anything, once you help them realize how much it is costing them to stay in that situation and you offer a solution, you are going to be their savior. Think of it like being a ‘doctor of selling’. If you go in the doctor’s office and they ask, ‘where does it hurt?’, are you upset with the doctor that they want to know all about the pain and where and when and how? Of course you aren’t!


    The good news is that Bob was able to start digging into the pain revealed by his prospects and his closing percentage soared! Bob was making more money in LESS time. This is just one of the cool ways that we are able to help our Top Producers Edge Coaching Clients with their Time Management.




    A couple of questions that you can try the next time your prospect shares what they would like to alter/change with their current situation:

    • Mmmmmmm….. (just respond with a deep ‘mmmmmm’ letting them know that you feel their pain and they will often keep elaborating more)
    • Tell me more….
    • Is that frustrating?…..
    • Wow, what is the cost of that?….
    • How is that affecting you?….

    STAY HERE with your prospect until you are sure that they FEEL the frustration of their current situation before offering the remedy. And OF COURSE, the remedy is your product/service!

    After trying this out, please email or comment below with your results!

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate

  • Bouncing Back Quickly

    Guest Post By: Gary Michels


    Confidence and great self-esteem is sexy and attractive, and fear, negativity and low esteem is not appealing at all. It certainly doesn’t get you ahead in life. When these types of unattractive behaviors take place, whether it is because of failing to hit a goal, a loss of some sort, a disappointment, a letdown, or even a small or large sickness of some sort, there is nothing more powerful than an attitude of BOUNCE BACK FAST! (BBF) Let’s think about the other option for a second of Bounce Back Slow. Of course, that is better than Bounce Back Never!!!

    So what are some things we can do to bounce back quicker than slower in both our business and personal lives? Have the proper self-talk. Are you reading daily affirmations 4-6 times a day as to pour into yourself thoughts that will require you to put the proper action into place? If we don’t replace the negative thoughts in our head with positive ones when there is a reason of some sort to bounce back the process will take longer. An example would be, “This is really hard to get over this huge setback.” Instead one could say, “I am a person that bounces back quickly from adversity and always come through stronger and better than before.”

    Surround yourself with positive and supportive people. I am always asking myself when I enter the room, am I a supportive loving, caring, enthusiastic being, inspiring and making things better for the people around me. If you surround yourself with as many people like yourself as you can, I guarantee you your BBF (Bounce Back Factor) will be better and quicker.

    Have a clear vision and mission in life. If the purpose and mission are strong enough and your “WHY” is powerful enough, you will do anything it takes to bounce back. If you have a goal of making a certain amount of money in a certain time period to be able to pay for a home, and knowing you couldn’t do it would let down the entire family, your BBF would be much quicker.

    What is your vision and why you exist every day? Have a healthy mind and body!! What we deposit into our mouths and our head pay great dividends. Are you eating healthy most of the time and setting aside time to get the proper exercise? Are you reading or listening to podcasts, books on tape, etc. to consistently be pouring fresh and exciting ideas into your life. Have some sort of faith and hope that you believe in and refer to on a regular basis. Believing that we are part of a bigger plan and that the future ahead of us will only be getting better is key to bouncing back quickly. Having the belief that in every setback there is a reason it happened and will make us stronger to deal with failures and setbacks in the future.

    The opposite of BBF to me is what I call the PLOM Disease. (Poor Little Old Me). I choose to not burden myself or others around me with my challenges. BBF is my only option. How about you?


    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • The Two Types of Motivation to Know About

    Guest Post By: Emmie Brown

    Most of us are motivated by contests and incentives or earning recognition. We like to work towards goals. This type of motivation is called “Toward Motivation.” There’s another very powerful type of motivation that often gets overlooked. “Away Motivation.”

    Let’s say it’s 3 o’clock in the morning, on a very cold night in early spring, you’re laying in bed and your phone rings. Your buddy down the street is calling you to say, “There’s a big sale happening at the end of the street. They’re selling patio furniture and grills for really cheap. I know you really wanted to buy those. Come down here now!” And you’re thinking, “It’s 3 o’clock in the morning why would I get out of bed?”

    Let’s look at another example. In this scenario, you’re laying in bed at 3 o’clock in the morning. It’s freezing cold, and you get a phone call from the same buddy who says, “Hey, there’s someone on your back porch stealing your patio furniture and your brand-new grill!” Would you get out of bed? Most people say they would pop out of bed and chase the thieves out of their yard right away! “Away Motivation.”

    Everybody is motivated a little bit differently, but typically the fear of loss is an even more powerful motivator than excitement for gain. We overlook the type of motivation called “Away Motivation.” We are away motivated when we are trying to avoid consequences.

    Here is an example in your business realm. One of our clients was having a really hard time asking for referrals. He would either just forget to ask, or often times would not ask because he was afraid to. We really needed to get him to ask for those referrals. Now we have the “Toward Motivation.” The opportunity to earn more business, the opportunity to get more results and get mores prize. But this really wasn’t motivating him. We needed to put that “Away Motivation” in place. What we did for him was ask him who was someone that he really did not like. Unfortunately, he really didn’t like his assistant. This person wasn’t his assistant by choice, this was a company chosen assistant that was decades older than him, didn’t report to him, and didn’t respect him in his eyes. So, what we decided to do was every time he forgot to ask a referral he had to write her a check for $50. He had to tell her he was giving her that because he didn’t do what he said he was going to do. That was embarrassing enough to him that it only took one time of forgetting to ask for referrals, and he never wanted to experience that again.

    Think about this for yourself. What are some consequences that you can put in place that will help you to be more motivated and hit your goals? Would it motivate you to have to donate money to the political party you are not a fan of? Would it motivate you to have to cancel a trip if you don’t do what you say you will do? Would it motivate you to give sales to your competitor? Think about those consequences, put them in place, and watch how things will change for you.

    We need to have consequences in place, not just rewards in order to sufficiently motivate ourselves. Make sure you have “Toward Motivation” and “Away Motivation” in your plan to achieve your goals!

    What are some things that have helped you? Share here, tweet me @emmie__brown

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.