Ice Melting Lines

ice melting

Have you ever felt a little awkward after that first five seconds of an initial sales conversation? Using those “Hey, how you doing?” mundane type of initial phrases that lead to you just talking over your prospect and not making a quick connection. I hear and see it all the time!

Everyday initial conversations starters DO NOT work in the selling world, and DO NOT forward your sales conversation. If you’re wondering why you’re not growing, as you should be in sales, this may help you break through. Shake things up a bit. Make your lead in phrases you!

Where do we start?

Bring your personality into it…literally your personality!

Examples:

  • “Hey is this John Smith? Great, do you have 79 seconds for me really quickly?”
  • “John, I’ve been trying to catch you for months I literally thought you were    kidnapped man, were you kidnapped?”
  • “Hey John, this is Dave, are you ready for this?”
  • “John, how is your office staff running over there today? (don’t let them respond) Who’s winning, you or them?”

Shake things up then lead into what you are doing and what you’re calling about. You’re melting away the tension that could exist when you use those icebreaking lines that can immediately connect you with your prospect because you’re different. If you are a prospecting master, you are an “ice-melter” with these types of initial phrases!

Let me leave you with your prospecting golden nugget for the week…

When prospecting, be YOU. Nobody in this world has your design. Daily you choose to cater to the world, or make it your masterpiece. Make it your masterpiece when you are prospecting today. Get out there and melt the tension, use your ice melting lines to get in and connect with your prospect quickly.

What are some of the ice melting lines you have used? Tweet them to me @davebrown_swc #meltingtheice #southwesternconsulting

This is Going to be an Incredible Year of Growth !!

We’ve been in a hiring frenzy – adding new members to our Coaching and Seminar divisions.  At Southwestern Consulting™, we are always excited to work with some of the world’s finest Top Producers.  We wanted to share some of our new faces with you.  And if you’re interested in learning more about becoming part of our team – get in touch and tell us a little bit about yourself.

Nate_Welcome Karla_Welcome Garrett_Welcome Julio_Welcome Erin_Welcom Ken_Welcome

Building a Strong Company Culture – JOIN US THURSDAY 5/10 ON OUR MONTHLY CONFERENCE CALL

JOIN US FOR OUR MONTHLY SALES TRAINING
TELESEMINAR THURSDAY, MAY 10

TOPIC: Building A Strong Company Culture

Featuring Sales Experts:
Gary Michels, Amanda Johns, Kitty Barrow

The Southwestern Consulting’s Top Producers share tips that will give you the edge over your competitors – The TOP PRODUCER’S EDGE!  Take control of your own success.  Develop super sales skills.


DIAL IN:  712-432-0404 (code 555575#)

Thursday, May 10, 2012 at 8:00 PM EST
(7:00 PM CST, 6:00 PM MST, 5:00 PM PST)

LIVE Q&A DURING CALL ON FACEBOOK FANPAGE

Gary Michels – Building a Clear V.I.S.I.O.N in Your Business
Amanda Johns – Creating Loyalty by Creating Opportunity
Kitty Barrow – Beginning With the End in Mind

For more information on our Sales Experts, Click Here.

ALSO join us on our Facebook Fan page for LIVE Q & A during the call at www.facebook.com/southwesternconsulting

The dial in phone number is 712-432-0404 (enter code 555575#)

Limited to the first 100 callers!

Facebook Timeline for Pages: Guide to understanding the new changes!

Main Facebook Page Changes Effective 2/29/12
“Mission control for your business on Facebook”

In the words of Facebook: Pages are the essential place on Facebook for businesses to build connections with people. It’s where you connect with fans by announcing new products, sharing news, and gathering feedback. Your Page is also where you create unique brand content that can become ads and sponsored stories. It’s the core place for businesses to manage their posting and advertising content.

 

Pages allow you to:
1. Express your identity with features like cover photo and Page timeline.
2. Reach and engage your audience on the web and on mobile.
3. Respond to people in a quick, more personal way.

<DRUM ROLL> The changes:

1. You Can No Longer LAND on a Custom Landing Page or Tab! Welcome pages and tabs still exist, but you can no longer default to land on any tabs. As with the timeline on your profile your photos and apps show in the central section in boxes, which means we can add a nice looking graphic to our Welcome pages and tabs to encourage people to click on them. Here’s what FB say about the central boxes:
Photos, likes and apps are now at the top of your Page. Photos show in the first spot, but you can change the order of everything else so people see what matters most. You can show a maximum number of 12 apps, so make sure to put your most important ones first.

2. Cover Photo. This is the large picture at top of your screen. This is where your page branding can be done. Facebook has placed many restrictions on what you can and can’t have on your cover photo:

Cover images must be at least 399 pixels wide and may not contain: Price or purchase information, such as “40% off” or “Download it at our website” Contact information, such as web address, email, mailing address or other information intended for your Page’s About section References to user interface elements, such as Like or Share, or any other Facebook site features Calls to action, such as “Get it now” or “Tell your friends”.

 

3. Your Profile Picture which will initially be the top part of your avatar must be square and at least 180px wide. It should also be scalable to 32×32, because it shows up in many other places (posts, ads, etc.).

This entire picture is the avatar (180x540px). The part taken for your Profile Picture will only be the top 180×180 (see the red square).

4. You Can Pin Posts to the Top of Your Wall. You can now move posts to the top of your wall and have it remain there for 7 days. You just hover over the post with your cursor and a pencil appears, you click it and there will be a choice of items: Pin to Top, Change Date, Reposition Photo, Hide from Page, Delete Post, Mark as Spam. This is a great feature, b/c your important post stays visible for as long as you’d like. The other option you will see when hovering over the post is a star. When you click the star, you can feature your post because it covers the width of your page so it’s double-wide and draws attention.

5. There’s a new admin panel. Everything is in one place. You can see your notifications, new likes, insights and the new private messages that people can now send you from your page. From your admin panel you will also see the Manage button which gives you access to the main editing section of your page (Basic Info, Manage Permissions, Apps and so on). Not much has changed in there apart from the Manage Permissions section which no longer has the default landing tab section. Also from the admin panel, you can access Facebook ads, a function to share your page and to invite friends, plus access to ‘help’.

6. You can now get Messages on pages. Your fans can message you directly on the Facebook Page. The messages will show within your admin panel and you can respond from there. This is a HUGE because you can now message, individually, your fans. There is real two-way communication!

7. Tab Pages are now BIGGER. The official size is 520px wide and unlimited length. Tabs were the items that were listed under your profile picture before (videos, blog, YouTube, questions, etc.). Now they are under the Cover Photo and larger. Only 4 appear at a time and the others are available in a drop down menu. These can be moved around, but the PICTURES tab cannot be moved. This is where all of your “old pages” will appear, including your Welcome or Landing Page.

8. You will AUTOMATICALLY get the new design on March 30th. So jump and play around and make the most of it, because it’s coming whether we like it or not!

Why do need to know about social media? That’s where the people are. As a sales professional, you are continually seeking to meet new people. You attend networking events, you are cold calling, you place ads, you put a listing in the yellow pages, and you create flyers all as a way to meet new people to build relationships with, to become prospects, referrals, and business partners. The main function of social media is to meet people. “Your customers hang out in social networks.” – Seth Godin

If you have any specific questions, feel free to email at dbeauvais@southwesternconsulting.com or post a comment below and we’ll help you in the transition. If you want more information on Selling with Social Media, email us for more information on some upcoming workshops.

Dawn Beauvais

Social Media Marketing Consultant

SEEKING SUCCESS? KNOW WHY YOU ARE DOING IT!

What motivates top producers in both movie making and money-making?  Is it money?  Is it recognition? Is the fame? Is it winning an award?

Oscars for Top Producers

Last year I attended the Direct Selling Association national meeting in Washington, D.C.  In a round table training sessions the topic was “How to Motivate a Sales Team”.   Leaders from various direct selling companies told how they motivate their sales teams, and then the question came to me and I said, “At the Southwestern Company, what we do is…”   I heard someone whisper, “This will be good!”  As I looked around the table every leader was looking at me intently with their pens in hand ready to hear the secrets of the Southwestern Company and how we motivate our sales team.  I told the group that it all begins with helping train young salespeople to find their purpose for working hard.

Knowing why you are doing what you are doing will help you reach the pinnacle of any industry.  The reason award winners on Oscars night get to walk up on a stage in front of the world and accept an award for being the best in their industry is the same reason the Southwestern consistently trains people to be more successful than they ever thought.  Both Oscar winners and top producers know the WHY behind what they do.

If your WHY is big enough, you will find the how.

What is it that motivates you?  Is it money? Is it recognition? Is it fame?  Is it winning an award?

An easy way to find your purpose is do the following exercise:

Write out 5 characteristics of the type of person that you want to be.

Make a list of 10 things that you love about life.

Write out 10 things that you are thankful for.

10 things you want to do.

5 things you want to have.

Then write down in 3 sentences or less what motivates you.

Once you know what motivates you to achieve your highest potential; the awards, fame, and fortune is bound to follow.

For more sales tips go to www.swsalestalk.com.

3 ways we lose time & what to do about it!

What I’ve discovered is that there are 3 primary ways we lose our time. And they are different from most people expect or realize.

A.  Not knowing where you’re going next

  1. Don’t waste a second – ever. Don’t let your goals and dreams fall victim to unplanned events. Anything that isn’t a part of your schedule is a distraction and should be minimized at all costs. Don’t be rude to people; just know that you should “always have a meeting to be at” in the next few minutes. There should always be somewhere you’re going next.
  2. Have a written schedule and stick to it relentlessly. Your results are very often the output of your schedule. Do what is on your schedule all the time.

B.  Fatigue

  1. Physical – You need at least 6.5 hours of Sleep and if at all possible get 7-8. Vince Lombardi said “fatigue makes cowards of us all.” If you’re not energized you won’t be efficient.
  2. Physical – Get your booty to the gym. Don’t let your body feed you the BS that you’re too tired to work out. Your body recharges from working out. Even if it’s 30 minutes for 3 days a week. Just get there! We see consistently that people who can just get their body into the gym can usually get motivated to do something once they’re there. Do it. Once you are physically there then get yourself amped up to crush it! Dominate your workout and hit it hard. Then go home and go to the next thing.
  3. Emotional – Some of the best managers in the country forget this and they don’t realize that one thing that is holding them back is they never get emotionally recharged. If you’re pouring out into others you need to be refilling your emotional fuel  tank. Find what fills you up spiritually and emotionally.
    • Positive reading: John Maxwell – 21 Irrefutable Laws of Leadership, Ken Blanchard – One Minute Manager, T Harv Eker – Secrets of the Millionaire Mind, Dale Carnegie – How To Win Friends and Influence People, John Maxwell – Leadership Gold, Jim Collins – Good to Great
    • Read the Bible each day – at least 1 chapter.
    • Church on Sunday with no excuses. Just go do it.
    • Family – I find that spending actual time physically with family is very recharging. Sometimes on the phone it’s not always. Try to get some place that makes you feel like home and especially reconnecting with parents and letting them know how much they mean to you will naturally recharge you.

C.  Having focus diverted across too many things

  1. Imbalance is the new balance – The way most people think about balance is absurd. We tend to think of spending an equal amount of time on all different types of activities.  Balance is not equal time across equal activities; it’s APPROPRIATE time across critical PRIORITIES. In other words, don’t try to be all things to all activities or try to do everything. Instead figure out what things are most important to you and imbalance your life in those directions.
  2. Keystone Goal – Have 1 overarching goal that ties all your others together. A keystone goal isn’t necessarily the most important; it’s just the one that if you accomplish it, all of the others will happen as a bi-product.
  3. Batching – multi-tasking means juggling lots of priorities; it doesn’t mean doing many tasks at once. Don’t try to be on Facebook while doing paperwork and taking cell phone calls. Doesn’t work. Focus is power. Blitz it hard. Paperwork for paperwork time. Gym for gym time. Family for family time. Pounding the phones during phone time. That simple.

Your results are just a bi-product of your schedule. Don’t worry about what everyone else is doing. You be consistent and relentless about your schedule. Work the system and allow the system to work for you. Put your self-esteem into your work habits and  let the rest shake out as it may.

Follow us at www.roryontwitter.com, Friend us at www.roryonfacebook.com, Watch us atwww.roryonyoutube.com

For information on booking motivational speaker and self-discipline strategist Rory Vaden please visit us at www.roryvaden.com

For information on sales coaching, sales training, or sales consulting please visitwww.southwesternconsulting.com

Have a college-aged student in your life that you want to introduce to success principles, entrepreneurship, and leadership? Have them check out The Southwestern Company paid internship at www.southwesterninternship.com

Join motivational speaker Rory Vaden’s Take the Stairs Tour:

Click Here

See you in the stairwell,

Rory Vaden
Take the stairs – Success means doing what others won’t.

5 WAYS TO GAIN CONTROL RIGHT NOW!

Control the Moment

My life has been a series of wonderful experiences.

It is a pity I wasn’t there for most of them.

~Parta Nelson (actress 1920-2001)

Wherever you are, be there!

Right now is all you’ve got. If you miss a moment, it’s gone. The good news is that there is always another “right now” around the corner. The bad news is that it’s easy to miss that one, too. In fact, it’s easy to arrive at the end of your life having spent very little time in “right now”. That’s because it’s easy to obsess about the past or the future (two places that do not even exist if you think about it). Recognize this, you have never been in the past and you will never be in the future. You will only forever be “right now”.

Try this:

  1. Think of an area at work or in your personal life where things are not working.
  2. Consider that you are probably stuck thinking about the past or future where that issue is concerned.
  3. Jot down what you CAN control right now.
  4. Get creative and passionate about what you CAN control right now.
  5. Do SOMETHING right now!!!!

Always remember this: When today is over, there is one more yesterday and one less tomorrow . . . that you can never change.

Have an incredible day!

Gary Michels