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  • 3 Steps to the Art of Growth

    Guest Post By: Dave Brown

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    Let me fill you in on something that has been life changing. Most of you know my background with selling door-to-door with Southwestern, now hitting the phones with Southwestern Consulting. Well, at one point things got stagnate. I wasn’t sure what was going on, and I felt like nothing was moving forward. Have you ever been there? Are you at that point where some things are just falling apart?

    I have the solution for you. IDP.

    Identify.

    Duplicate.

    Perfect.

    You are in control of how great you become, and how great you get at prospecting… or anything.  This is a process, a simple system, that allows you to keep getting better and growing every single day.

    First step: Identify

    Each one on you has done great things and accomplished a lot in your life. Personal or professional, you have had some success. Let’s remember that time. Take yourself back there, and where you were mentally. Think back to when you had your best day ever. What did you do that day? How did you sound? What did you wear? What were you saying to yourself that day? Take yourself back to that place and think through those things when you were at the top of your game and make a list. Remember how people treated you and what they said to you. Write down how you were feeling, and just what was going on. This will be your first step.

    Second step: Duplicate

    Pretty simple. Every Sunday I have IDP time to recap the week and think about every great thing I did the week prior, so on Monday, I can duplicate those actions. I can repeat what it was about the week before that made a positive impact, and carry it on to the next week. Maybe you just start smiling at everyone. That is something you can repeat while helping yourself and others. Consciously be aware of the things that make you feel accomplished so you can continue doing those things. You will naturally start duplicating these things, which will lead you to the last step.

    Final step: Perfect

    Perfect what you know works. Perfect those processes and systems. You become amazing at calling people and prospecting. You grow and get better while you’re out serving others and changing people’s live through what you do. This is the perfection process.

    It starts with identifying, then you duplicate, then you perfect the great you that you are. Where I am at today, and the things that I have accomplished and keep doing, come from IDP. I continue to take these steps and great things unfold. You can do it too!

    Prospecting mastery is a habit and can be achieved by anyone dedicated to working a system better than anyone else ever has. Go out, get your habits and identify, duplicate, and perfect the best you! Go get it today!

    What is something you have done that you are so proud of, and continue to do? What have you perfected because you identified and duplicated it? Let me know! Tweet me @davebrown_swc or message me on LinkedIn. Let’s connect and grow together!  

    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.


  • The Secret of Being Enthusiastic

    Guest Post By: Dave Brown

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    In 6th grade I did my first ever speech competition. I did it because of Mrs. Bridges. She signed me up, without me knowing, and said, “Dave, you’re going to be phenomenal at it.”

    The speech I was doing was titled, “How The Camel Got It’s Hump.” I remember it was my first year in middle school down in Texas and I was competing with 7th and 8th graders who had already done this. I was scared! But Mrs. Bridges told me I had a “secret.” She was sure I was going to beat them with that secret.  She was going to teach me how to have enthusiasm.

    She knew that if I showed the energy and my enthusiastic nature I would catch the judges and win first place. So, that is what I will talk to you about today, because I still use that each day!

    Enthusiasm is contagious. It makes the improbable, probable. Do you think I won that speech competition?!

    WELL OF COURSE I DID!!! I took a first place win as a 6th grader, and the first one at that age level to do so!

    I used what Mrs. Bridges taught me from there and it stuck with me. I got into sports and every chance I had, I was getting my team powered up! I had better experiences and let that carry throughout my college career as an athlete. It’s so important!

    It’s also so important in the sales environment. People pick up on it! Whenever you have enthusiasm in place, you can do anything!

    Here is something I keep on me from Frank Bettger’s book, “How I Raised Myself from Failure to Success in Selling.”

    “Force yourself to act enthusiastic, and you will become enthusiastic. Make a high and holy resolve that you will double the amount of enthusiasm you have put out in your life and in your work. If you carry out that resolve you will probably double your income and double your happiness.”

    Your prospects will catch your enthusiasm! Show it, put it out there! Tell me about your scenarios and how you’ve seen a difference in your work and life by using this secret. Tweet me @davebrown_swc, comment here, or connect on LinkedIn.

    GO OUT THERE AND BE AWESOME YA’LL … (in my most enthusiastic voice!)

    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.


  • Permission to Proceed

    Guest Post By: Dave Brown

    Screen-Shot-2016-04-26-at-10.17.31-AMThis is something that is overlooked quite a bit. It’s one that I take the time to really look at this when I’m helping other people grow in prospecting.

    You know when you’re having that rocky conversation with someone at first. You haven’t had a chance to set up that cadence. You may be talking over each other, or have long awkward pauses, it’s really just no fun at all. Are you looking for a solution for that? Here it is…

    Ask for permission to proceed!

    Literally, you ask them to grant you permission to proceed in the conversation on your phone call. Right up front, after you’ve done the names and connected, and you’re about to give the prospecting buying atmosphere, you have to have this question in there. It’s basically asking for a specified amount of time, and you get them to confirm they are able to give you that time so they are open and receptive with you.

    Example, “Hey John, this is Dave, I’ve been doing some work with Beth over at Zee Company. They’ve been doing a lot of great things, so I just wanted to run this by you. It’s a good one, do you have a few minutes?”

    Connect with the names, ask to run something by them, confirm some time, then go right in to your prospecting and buying atmosphere.

    Some more ways to ask, “Can you talk for 3 minutes? Did I catch you at a good time to run something by you? Do you have like 97 seconds for this? Are you ready for my audition?”

    Whatever it may be, get creative, just ask for that time. It may be 5 minutes, it may be 2, but let them grant you permission to proceed. Don’t look by this, and when they try to speed you up, that is when you ask to confirm a few minutes. Come up with your special way to get prospects to allow you to spend time with them.

    The more you prospect the more you realize the short term hurt turns in to the long term easy. It’s going to hurt a little each day while you are prospecting, but it will get better as you constantly do it and turn it in to a long term easy.

    Go get it today! Set some appointments and prospect your heart out!

    Comment here, tweet me, or connect with me on Linkedin and let me know!

     

    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.


  • 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.

    40

    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.


  • How an Abundance Mentality Can Improve Your Day

    Guest Post By: Dave Brown

    Do you ever get to a place where you think you do not have enough? It could be territory, people to call on, anything, you just feel like you need more. This mentality can ruin you from the inside out. Your prospecting cannot be one with a scarcity mentality.

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    If you are wondering how to turn this around, I have something for you. Switch on over to the ABUNDANCE mentality. Think of all the people who have not heard from you. When you sit down, ready to pick up the phone, and you think you don’t have enough people to call, I guarantee there are more people you haven’t contacted than you have on that ‘to call list.’

    So many get caught up in the scraps on the table, that they forget about the feast that is before them. There is possibility, and so much more to go around. It’s important to see the potential.

    When you have the abundance mentality while prospecting, you are thinking there are so many people out there, so much opportunity, you can talk to anyone, and the world is at your finger tips. Things will start flowing, and you will have an unlimited supply of prospects and people to call.

    This limited belief that comes from scarcity cannot hold you back from helping others any longer. Allow yourself to get even farther with your business by believing in the abundance of what you’re set out to do. If you can think with everything you have, that you have plenty, or even more than you need, things will change, and you’ll do so much each day.

    Think each day how many people are out there and how many you can reach. See life in a more long term perspective and the abundance you have. Go out there and reach more people needing your service or product!

    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.


  • After Hours Voice Mail 

    Guest Post By: Dave Brown

    This is a prospecting technique that is completely out of the blue and totally effective! This scenario might have happened to you…Your prospect all of a sudden cancels a meeting, or there’s no excitement in their voice when you talk to them, or the connection that was once there has vanished. This leaves you feeling confused, anxious and quite frankly nervous.

    Here’s a way to potentially bring them back around.  AFTER HOURS VOICEMAIL

    I will take the time once or twice a month, at 8 or 9 PM on a Thursday night, and leave encouraging, loving voicemails to these client’s/prospect’s phones. All sorts of prospects! Ones I’ve made appointments with, the people I can’t reach, ones that I want to speak with, those that I’ve been trying to get a hold of through my prospecting efforts, etc. In the voicemail I’ll talk about how excited I am to be working with them, let them know I’m honored that they are in my life and build them up in their role at their company.

    phone_edited Example…“Hey John, this is Dave Brown it’s a little after 8:30 pm here. I just wanted to reach out and tell you how much I appreciate you and how hard you work for your team. Every time we talk you inspire me to be better at what I do because of the great example you set. I’m excited about working with you and your group soon. This will be one of the highlights of the year! Take care, John, I’ll talk to you soon.”

    Leave that voicemail in a simple, soft tone. It’s late at night! They will hear that message first thing when they get to the office and should appreciate your genuine compliments and efforts after normal work hours. Try it, I’ve loved the deeper connections it’s created for me over the years with my prospects.

    When you do, please let me know how it has worked for you via Twitter @davebrown_SWC or LinkedIn. Spread the love!

     

    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.


  • Does a Positive Attitude Increase Sales?

    My days start and end with affirmations. The positive effects are innumerable and it can springboard you into some amazing days. Daily affirmations can put you into a mindset to be a blessing to everyone around you and to the whole world when you put the focus outward and truly look for ways to give of yourself. A quote that’s worth repeating is,

     “give without remembering and receive without forgetting.”

    How does this affect your sales?  Can living with a sense of urgency and a positive attitude bring about referrals and more production? Of course it can!

    Every day you make a choice to have a definite purpose and move towards that purpose through action, good things happen. The next quote that needs to become a part of your everyday life is,

    “weak is he who permits his thoughts to control his actions; strong is he who forces his actions to control his thoughts.”

    You can be a machine that destroys Mr. Mediocrity everyday through action and movement towards your goals…believe it baby!

    One of the biggest character traits of a Top Producer that goes un-talked about is the habit of speaking yourself into masterful results. You may already have phrases that you were coming up with, now you need to take them to the next level and really put some powerful words into them to become better and to become that person you are proclaiming.

    A client of mine sets his phone alarm to go off and pulls his affirmation cards out of his pocket real quick and reads them. He’s just brilliant!

    As I had mentioned in a recent audio training, I have an affirmation sheet that is laminated and hanging in my shower. This is such a great time to reflect on things you are thankful for. So begin to clean your head while in the shower while you’re cleaning your body. It’s so much fun!

    LIVING and LOVING every minute of it,

    Dave Brown

    Partner/Professional Field Trainer
    email – dbrown@southwesternconsulting.com
    Join my professional network on LinkedIn

    “If you’re not constantly learning you’re not fully living.”

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  • FREE May Teleseminar Recording Available NOW!

    Keys to Unlocking Your Potential:  Finding Ways to Produce When No One is Buying -Teleseminar May 2010

    The Southwestern ConsultingTM Team really brings the heat with exceptional, usable value for all our listeners during the Monthly Teleseminars.  This month was no exception.  A few topics included:

    • Keys to unlocking your true potential
    • Improving individual and team performance.
    • Getting better results, improved teamwork, and clarity
    • Maximizing your time
    • Keys to creating maximum results
    • Motivating yourself and your team to produce in tough times
    • And much more!

    For more information on the Sales Experts, Click Here.  

    If you missed the call, here’s the link for the audio recording:  Keys_to_Unlocking_Your_Potential_Teleseminar_May_2010

    Don’t miss next month’s FREE Teleseminar – the topic will include PROSPECTING & APPROACH.  Thursday June 10 3pm CT.


  • CONFRONT & CLOSE LIKE A CHAMPION

    Dave Brown is one of Southwestern Consulting’s top coaches.  With his personal one on one Top Producer’s Edge coaching, his client’s are reaching new heights in their sales careers.  Here’s a peek into a personal coaching call.  

    How great does it feel to make $24,000 in a month?!!

    I have to say that you better get used it. This is only the beginning and there is so much more that’s in store for you.  I really like the kind of a client base you have targeted.  You’re amazing and I love my place on your team. So much fun!

    I’m glad we hashed through some of the issues you were having, because obviously you are going to be having many more of those conversations over the years and perfect practice is everything. It goes back to what we have said before with “clear expectations” because by letting your potential client off the hook early by telling him/her how they are going to react to what you will be talking about is huge and makes that trust build quicker between you two. I’d contend that you could also use some of that humor effectively, if you really put your mind to it, within your presentation … Why not; you’re so good at it. Just a thought. J Remember the method of telling a story every 10 minutes to keep the mood real, because we are story loving creatures no matter what the topic.

    That final closing question, when you have someone that is giving you the procrastination objection, will be a huge click for you over the next few months. When someone is putting you off for no reason ask, “So what exactly do you need to (think about, sleep on, get back to me on, etc.), is it the quality of service that I’ll render or what exactly could it be?” When they answer, you have their true objection which is something you can totally isolate by confirming that is the ONLY thing holding them back, and then you can make it work with your ninja sales and problem solving skills.

    The biggest thing we got into today was the principle of the “purple elephant” and how all top producers always make an effort to call it out no matter what the circumstance or scenario. It screams confidence, and truly bridges you and your potential client together because you have the power to approach things most human beings won’t. Look for every opportunity over the next few weeks to bring light to the many purple elephants that come up in all your conversations. Remember that the harder it is to talk about just means that you are conquering your fear and making it more and more of a habit of yours through practice. This skill is something that will also roll over into your life which means more exciting conversations with your loved ones, more humor opportunities for intense laughter, transparency with your friends, etc. Sounds fun, huh???

    Awesome, spectacular and cool are words that describe you and the more good news you keep me up with the more I can plan our killer sessions. I appreciate you calling and letting me know things that have come up; and please email, text, whatever, I’m here for you. We have a lot of topics to cover over the next few months and it’s exciting to look forward into the second quarter for you. We have got so many closing ideas and topics you are going to really get into; intensely focusing on your presentations in front of groups is going to be huge as well! I’m so excited for you.  You’ve had some great success in this first quarter and there is much more to come…Get excited! J

    LIVING and LOVING every minute of it,
    Dave Brown 
    Partner/Professional Field Trainer
    Southwestern Consulting
    dbrown@southwesternconsulting.com
    Join my professional network on LinkedIn
    “If you’re not constantly learning you’re not fully living.”
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