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  • Finding Purpose In Your Company

    Guest Post By: Emmie Brown

    At the end of 2008 our company was in the third year of its business. It was a very difficult year. We were running our company at a huge deficit and we almost closed the doors. In January of 2009, as a company of 10 people, 8 of us got together for this meeting and asked ourselves these questions:

    Screen Shot 2017-03-14 at 2.19.35 PM

     “Who are we?”

    “What do we want?”

    “What do we believe in?”

    “What do we stand for?”

    We got clear as a company on our values. We came to the realization that purpose precedes performance.

    If you or your team are not performing like you want them to be, if you have renegades, if you have low performance and bad attitudes, it’s most often the lack of vision. It’s the lack of clarity around your values and what you stand for as a company.

    As a leader, you have to help your people get really clear on what they must believe to be part of your organization. You have to be clear on the company values and non-negotiable beliefs.

    Ask yourself, “What do I stand for?” “What do we stand for as a company?” Find out what is nonnegotiable.

    Figure out the ways of behaving, the things that you believe in, that no matter what, you will all need to rally around. If you get clear and promote this in a very consistent way, and repeat it so it’s owned, you’ll get people marching in the same direction.

    People will start changing their behaviors because they have gotten clear on their beliefs! And if they don’t, they will eject themselves from the culture.  You’ll have a culture that is very much stronger with the performance and results that you want. 

    It is so important to find your purpose to perform your best. Has this been something you recently discovered, or even need help unfolding? I want to know! 

    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.


  • Think Backwards: The Key to Getting What You Want

    Guest Post By: Emmie Brown

    backward_clock

    On a coaching call, my client told me she wanted to sell ten million dollars in business. I said, “Great! How do you plan on doing that?” She replied, “I really believe in myself, I know that I can do it I just know that with confidence I can hit my goal.”

    So I asked again, “How are you going to hit your goal?” She said: “I have made a vision board, and I’ve been focusing on it. It will help me hit my goal. I’m going to work harder than I ever have!”

    Again, “How?” She knew what she wanted. Without knowing how you are going to hit your goals, you can easily set yourself up to fail.

    In order to really move your business forward, sometimes you need to do a little backwards thinking.

    In every business it takes a certain number of dials to make a certain number of contacts, to set a certain number of appointments, to have a certain number of presentations, to have a certain number of sales. Your business might be a little bit different in terminology, or the process might be slightly shorter or slightly longer. One thing we all know is that every business follows a sales cycle.

    First, we have to track our numbers.  We need this information so we are aware of how many dials it takes to get someone on the phone. That’s our dial to contact ratio.

    We have to know things like how many contacts it takes to set an appointment.

    We have to know how many of our appointments actually stick and turn into presentations.

    Out of those presentations, what’s our closing percentage?

    How many of those turn into sales, and what is our average package size?

    Once you know those numbers then you can do some backwards thinking. Start with the goal you want to hit.

    Let’s say you’re like my client and want to sell $10 million in business. In order to get there, you need to take your average package size/sale size and figure out how many sales you need to make. The next thing you do is take your closing percentage and figure out how many presentations you need to run in order to have that many customers. Then you back end it out and figure out how many appointments you need to set based on your appointments set-to kept ratio. Then figure out how many contacts you need to make, and ultimately how many dials you need to make.

    Once you know how many dials, contacts, appointments set, and appointments ran you need, that is where you put your focus, not on the results.

    So many of us focus on the results. If we focus on the results that pressure builds up and we lose focus on the activity that is going to lead to the result. Consequently, we don’t achieve the result.

    Instead, you should almost forget about the revenue, the goal, and the money, and focus on the activity. When the activity is there, the results will follow. The results are a natural by-product of the activity.

    If you want to hit your goal, you have to think backwards!

    Write down how you’ll work backwards, let me know what you come up with!

    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.


  • 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.


  • 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.


  • Making Client Meetings Matter

    Guest Post By: Emmie Brown

    Many account managers stay very busy meeting with their existing customers- so much so that they don’t make time to get in front of new business. This can be a costly mistake that prevents them from building their income. And, over time, as accounts slowly go away, can even cause them to have a dwindling income. Their income is most likely to dwindle if they are not making every one of those visits truly worthwhile. In other words, they are acting as professional visitors, rather than as consultative sales professionals.

    If you are not uncovering a new opportunity to quote at least 1 out of 4 of your visits, then it could mean 1 of 2 things:

    1. You are going to frequently.

    2. You are not effective enough with your visit.

    PREPARING FOR YOUR VISIT

    You can actually do fewer visits with each customer, saving you massive amounts of time, money and energy if you plan and use your time effectively on each visit. The problem is that most salespeople underprepare for the visits. Consequently, you don’t get to meet with everyone you would like to get an audience with, you spend too much of the valuable time in unproductive conversation, you forget to follow-up on key decisions, and you don’t get the results from those visits that they could. To get the most from your customer visit, do these 3 things:

    meeting

    1. Know who you are going to see. Make sure that you are not just meeting with the same decision-makers while failing to see others while you are there. There are people who are technical users of our products, conceptual decision-makers, and financial decision-makers. Make sure that you are getting in front of all of them on every visit if possible. If there are other decision-makers who are part of the organization who oversee a different department but are not yet your customer, make sure you have a plan for how you are going to get in front of them during your visit. Arrange an introduction. Make sure you know when they are in. Have a reason to see them.

    2. Know what you are going to talk to them about. As a manager of an account you have to manage many details. You have to remember when someone last ordered something and in what quantity, when you presented a quote and when you should expect to receive the purchase order, when someone told you “not right now” and when and why you should bring it back up again. . . Forgetting to remind someone that it is time to reorder, not following-up on a purchase order, not bringing new ideas to your customers’ attention will cost you a lot of money in the long run!

    3. Give value every time. On every visit, you should plan to provide your customer with something of value. And, no, we are not talking about doughnuts or cookies! The value of that you provide should be relevant to the products you sell and the service you provide to them. Bring them an article that shares valuable education. Bring them a referral for the new employee they are looking to hire. Bring them an idea of how you can save them money. Show them a new product that will help save them time. Customers will not keep you around just because you are a nice guy and you stop by every week. People want to keep vendors around that are valuable to them. It is not your customer’s job to find a need for you, it is your job to make yourself irreplaceable.

    Don’t waste valuable time, time that you could spend going after new business, driving to meet with customers without a plan. To get the most of your visit, prepare for it. Make it count.

    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.


  • Closing is a Series of Stoplights

    Guest Post By: Emmie Brown

    Does this frustrating situation sound familiar? You get to the end of your presentation and ask, “What do you think?” Or, “Do you want to move forward?” Then, your prospect responds with “Sounds good, but I’ll need to think about it.”

    You did not get the prospect to move forward because you did not create enough momentum to get your prospect over the proverbial fence. Your prospect is left on the fence and you are left without a signed agreement in hand and nothing in your pocket.

    • To create the momentum that you need, one technique that works is the yes-momentum close. It is a series of questions designed to create momentum. The first question in the series is often a general yes question. This is a question to which you know the answer is going to be “yes.” And, you got it- the point is to build momentum.
    • The second question that you ask may be an alternative choice question. When you give people a choice of two positives, whatever they pick is fine with you. It is a question of how they will move forward rather than if they will move forward.
    • Next, you can ask a tie-down question. A tie-down question is a selling statement with a little hook on it, to get you to agree with the selling statement. The “hook” may sound like: “wouldn’t you agree,” “isn’t it,” “don’t you,” “right,” “aren’t you,” etc.
    • Last, you might ask a boomerang question. A boomerang question is when you respond to a question with another question. For example, at the end of the of the presentation, if your prospect is over the buying line and you have started to take them down this closing funnel, and they then ask you “how much is it,” you may answer with a question, “as long as it fits in the budget does this sound like something you would like to move forward with?” If they say “yes,” they have essentially said yes to working with you.

    Now, all you need to do is use an assumptive close and say, “Well, to get started, I just need to get your okeedokee right here.” If you take your prospect down this closing funnel, they are agreeing on minor points along the way to make the major point of working with you a foregone conclusion.

    Closing is never just one question that you ask at the end of the presentation. Closing is a series of incrementally more committal questions that funnels someone logically to a point of agreement. Think of it like a series of stoplights. If you get a green light you go to the next question. If you get a red light then they are a “no,” and you can stop. If you get a yellow light, then you have an objection to answer. Take someone through a series of questions rather than just asking one scary big “do you want to do this” kind of a question. Make closing feel smooth an natural by using yes momentum.

     

    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.


  • THREE REASONS WHY YOU DON’T GET REFERRALS AND WHAT YOU CAN DO ABOUT IT

    Guest Post By: Emmie Brown

    Anyone reading this would agree that referrals are a good thing. Referrals that trickle in because someone heard about you from one of your clients don’t come often enough.

    There are 3 reasons why you don’t get enough referrals:

    1. You don’t ask
    2. You ask passively
    3. You ask incorrectly

    Here is a list of common reasons given for why you didn’t ask for referrals:

    “I shouldn’t have to ask. If I do a good job, people will refer me.”

    “I don’t want to come across as pushy or salesy.”

    “I ran out of time before my next appointment.”

    “I’ll ask later. I need to earn their trust first.”

    “If I ask, I will look like I need the business. I want to look successful.”

    They are all rationalizations- rational sounding lies believed to be true. The truth is professionals make time to ask for referrals and they do it in a way that the client actually gets excited to help them.

    YOU MUST ASK FOR REFERRALS!

    Some people ask but are fearful. Fear causes you to ask passively or ask with trepidation: “I really appreciate referrals. If you think of anyone who would benefit from what I do, please connect them to me.” You mention that you like referrals. You don’t ask for them directly. You don’t get them.

    YOU MUST EXPECT TO ACTUALLY COLLECT REFERRALS WHEN YOU ASK!

    Others don’t ask for referrals correctly. You ask, “Do you know of anyone who. . .” You actually set yourself up to get “I can’t think of anyone right now, but I will let you know if I do.”

    Other objections you get when they ask poorly include:

    • I need to think about it.” “Can you call me next week?” “I’ll get back to you.”
    • The “Hermit” objection: “I don’t know anyone.”
    •  “Sure you can call him, but just don’t use my name.” “Let me talk to  him first.” “I’ll have him call you.”
    • “I don’t give referrals.”

    Referral

    YOU HAVE TO ASK FOR REFERRALS THE RIGHT WAY!

    Here are just a few tips that we teach at Southwestern Consulting:

    • Always ask “who do you know who . . . “ instead of  “do you know anyone who. . . ” or “is there anyone who. . .?”
    • Pause after you ask to allow them time to think. Break eye contact. And, look down at your paper ready to write.
    • Use memory joggers. For example, there are certain life events that trigger people to think about insurance. Anyone who is getting married, buying a new house, buying a new car, having a kid, retiring, or changing jobs is a great prospect. Ask who they know in each of these categories.

    The number one way to get referrals is to give someone any opportunity to give them to you. If you are not asking, start there. Then, work on your attitude. You must expect to collect names and numbers. Next, use the above techniques. You will be amazed by how many referrals you get!

     

    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.


  • Without Vision People Perish – Tonight’s FREE CALL !!!

    Members of the Southwestern Consulting™ team will deliver a motivational message on vision tonight – May 09, 2013. This call is free so join us! Don’t miss this opportunity to learn from the best!