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

Leadership Isn’t Logical

Rory_Vaden

Sometimes the things that co-workers are doing just don’t make any sense.

It frustrates me to the point of anger to have someone on the team who has so much potential but just never seems to perform anywhere near their capabilities.

I am sometimes baffled and confused when another person who has been a top performer on our team for years suddenly starts spending more time complaining and whining, instead of working and creating.

And how is it that the one person who used to be the “steady-Eddie” on our team now hardly ever shows up on time, goes home early and squanders much of the day surfing online?

It’s exhausting and disheartening to know that these people aren’t doing what they are supposed to, and none of if it ever made sense to me — until I realized something:

Leadership isn’t logical. Leadership is emotional, because humans are emotional.

Finish reading this article in the Tennessean here…

How to be a Top Producer

The MINDSET to Top Producers:

1.  On both good and bad days we have to remember that the results we get are from the thoughts we keep holding on to.

  • To accomplish anything in life, we have to have a dream and want it so bad we cannot live without it.

2.  We have to see ourselves as entrepreneurs and not independent contractors or employees.

  • We have to have a love affair with the business of selling…we have to be passionate about it every day…don’t focus on the parts of the job we don’t like.

3.  We have to remember the major reason for financial failure is working on something you don’t like for a long period of time.

  • We have to remember in life and business; it is never easy or fair.

4.  There is not security in this business…there are only opportunities and with opportunities there is massive failure…get used to it, it is part of becoming successful and winning.

5.  We have to develop the ability to bounce back from setbacks and failures quickly.

  • We can never let our dream out of our minds, even for a moment.  When the dream comes out of your mind it gives the negative a chance to come in.
  • Spend time with the right people…who are the right people and are you spending time with them now?

6.  Don’t be impressed with your success and your intelligence, because there are smarter and brighter people than us in the world.

7.  We have to quickly get out of fantasy land and get into reality to build our business.

8.  We have to be mentally prepared for the cycles, because success is never one long upward trend.

  • Work 8 hours a day if you want to be good and you want to get paid…work a lot more if you want to be great and rich

9.  We can find all the answers if we are willing to keep looking.  Lets become solution driven, not problem driven.

10.  You have to become the eternal optimist

  • We have to work every day on speed and urgency.
  • Make GREAT service your obsession.

11.  Develop the mindset that honesty is the best policy with everyone.

12.  Work to keep your mind clear.

  • Focus on making decisions quickly instead of worrying about being right or wrong…just get it done.
  • Decide in advance you are never going to have a bad day. 
  • Do what you are supposed to do, when you are supposed to do it…whether you like it or not.

13.  Remember emotions and drama don’t strengthen the mindset.

 

Go make it a great day,

Gary Michels

http://www.turnitupanotch.com

 

FREE Sales Training TONIGHT!

Do you have difficulty remembering customer’s names?

Do you have the perfect answer for an objection, but can’t remember it?

HELP IS HERE – Tips to improve your ability to remember the names of your customers, people you meet and general techniques to creating a “steel-trap” memory.

Our ASK THE SALES EXPERTS teleseminar TONIGHT – THURSDAY, December 8th at 7:00PM CT.

Amanda Johns – The Importance of Visual Images

Gary Michels – The Stellar 6 Ideas to Memorize & Use the Things You’ve Learned

Rory Vaden – The 7 “tions” of Remembering People’s Names

Ron Marks – Super Charge Your Memory Through Proper Nutrition

Dustin Hillis – Maximizing Technology to Help You Remember

Emmie Young – Memorizing Scripts in Your Natural Learning Style

 

THURSDAY, DECEMBER 8 AT 7:00PM CT

CALL IN: 712-432-0404  access code: 555575#

Live Chat on our Facebook Page  at 7:00pm CT – Join us for LIVE Q & A during teleseminar

The “Golden Ten”: How to Generate Leads and Turn Contacts into Clients!

The “Golden Ten” – how to Generate Leads and Turn Contacts into Clients!

One of the most important things you need to ensure sales success is a solid resource of leads…but that means you will have to get out there and generate those leads!  The good news is that lead generation doesn’t have to be intimidating and if you use the right techniques, it can actually be both productive and fun!  Because this is such a common sales question, we’ve put together the “Golden Ten” tips for generating leads.

So, without further adieu, “The Golden Ten”:

The Golden Ten

The Golden Ten

1)      Use your networking resources!  Exchange URL links with companies or business that share your target audience but do not represent a direct competitor.  When any member of that target audience visits your “partner’s” web page, he or she will have direct access to YOU!  Increasing web traffic is a MUST in lead generation; more people use the Web as a shopping forum than another other available source. For example www.southwestern.com andwww.southwesternconsulting.com shares web traffic to help increase web traffic from the Southwestern Company to Southwestern Consulting.

2)      Give your patrons a chance to hear from you.  Put your ‘opt in’ on every page of your web site. As a patron browses your site, he or she may not be immediately inclined to provide you with contact information – but providing them with more opportunities may prove enticing.  The more opportunities you take to generate leads – the better.  This option is convenient and is not overly pushy.    For example check out the Southwestern Company seminar website at http://www.ssnseminars.com/.

3)      Use a newsletter as a way to advertise your business.  No matter what’s going on with your company, customers will respond to a newsletter option.  Giving potential patrons an option to sign up for a monthly business update or newsletter is a great way to spark interest even over a long period of time.  Statistically, customers who don’t purchase immediately will make a purchase within the subsequent 12 months!  A newsletter will allow you to stay in view during this window.

4)      Using a website to advertise your service is one of the best ways to stay out in front of the sales wave, especially since so much of business is virtual these days.  Using an auto responder to automate your website is great way to keep your web page current without taking up scads of time.  Auto responders can be set up to send out a periodic update or email reminding your customers of sales, new products, etc.  Check out the Southwestern Company website atwww.southwestern.com.

5)      Be personable! Send thank you notes to let your clients know that you truly appreciate their business.  After any successful transaction, issue a thank you – either in the form of a greeting card or an e-postcard.  This thank you note will help you stand out and is very well received in client circles.  People appreciate acknowledgment.  You can use this technique in all areas of business – not just sales.

6)      Potential customers like to hear what other customers are saying.  Ask your clients for testimonials that can be published on your web page or your sales copy, pamphlets, etc.  This is a great way to show your customers that other “real” people are truly happy with your services.  Video testimonials work great check out the Southwestern Company student testimonial videohttp://www.southwesternsummer.com/southwestern-company-students-home.aspx.

7)      Use your social networking circles.  Social networking is the wave of the sales future!  If you haven’t yet explored the option of using social networking as part of your sales strategy, today is the day to do so!  Spend some time looking into this powerful tool and don’t let the wave of the future pass you buy!  Check out the Southwestern Company Facebook site at http://www.facebook.com/?sk=messages&tid=1374284354847#!/Southwestern?ref=ts.

8)      Publish press releases for new products or services.  Believe it or not, people respond to the press in a way that most other advertising falls short.  Use the power of the press release to get your services and your name out anytime a new opportunity comes up.  You’ll be surprised at the response you get.

9)      Followup, Followup, Followup!  Did you know that most people have to see or hear a message 7 times before it is installed in the “memory bank”?  That means that a followup system that get’s your message in front of potential customers at least 7 times is ideal.  Using varying options for this followup should be easy: an email, a postcard, a letter, a phone call, a newsletter…get creative and have fun with it!

10)   Market yourself with events!  Promote events, teleclasses, seminars, and other industry related paraphernalia.  Speak publicly as often as possible and use YOU as a resource.  Marketing yourself will be just as important as marketing your business.  Plus, getting out there and showing what you’ve got and what you can do will draw customers like moths to a flame!

3 TOP LEAD GENERATION TECHNIQUES

THE TRIPLE THREAT – THREE TOP LEAD GENERATION TECHNIQUES

 

lead-generationIf you’ve been in sales for more than five minutes then you already know that generating leads is a mainstay and a staple for success.  Unfortunately, far too many sales people find lead generation to be intimidating.  The good news is lead generation and lead generation techniques do not have to be intimidating, scary, or even difficult.

While there are a plethora of varying lead generation techniques, some of them stand out among peers area this week, we’ve decided to put together a triple threat of lead generation.  Three of our very favorite lead generation techniques to help you maximize your sales potential in turn your leads into customers are as follows:

  1. First of all, use your resources.  Use your social networks, newsletters, websites, question and answer forums, and any other networking opportunity that will allow you to put your name and your information out into cyberspace.  For example, check out www.dhillis.me.  Not only that, getting your name out into tangible media will also be of benefit.  For example, if you have a product that you know is persistent genre of customer will require, target that audience with newspaper advertisements, flyers, and snail mail postcards.
  2. Put yourself out there.  Basically, if you’ve had the opportunity or will have the opportunity to speak publicly, attend a seminar, or become involved in a workshop or other events, you should spend some time networking with in that realm.  Far too many speakers will allow themselves to go in my day after speaking engagement.  If you’re speaking in public, be sure and set up a short Q&A session.  A Q&A session, or simply a meet and greet, will let your potential customers (a.k.a. your leads) know that you’re accessible and available.
  3. And finally, don’t be afraid to ask for referrals.  Every time a prior customer, who is happy with your service gives you a name or number of someone else who might be happy with your service also… you’ve generated a lead.  This is an area where many sales people feel intimidated are uncomfortable.  However, if you’re passionate about your industry, confident in your abilities, and you’re laid-back and your approach — your customers will be more than willing to provide you with referrals to friends and family.

 

These are just three of many, many lead generation techniques — however, we have to reiterate the fact that these three are a triple threat and stand out among the rest.  Simply adding Beasley generation techniques to your lead repertoire will provide you with results you never before thought possible.

For more info on working referrals go here:http://secure.ssnseminars.com/store/Navigate-How-to-Navigate-Referrals-3-disc-set-by-Dustin-Hillis-P641C10.aspx

 


Tips to Catch the Golden Nuggets Your Prospect is Throwing at YOU!

Gold Bars and Golden Nuggets: by Lester Crafton

 

Lester Crafton is an expert in “linguistic influence” from theSouthwestern Company. In a recent interview I had with Lester, we were discussing the importance of every word that comes out of someone’s mouth. Mr. Crafton says, “paying attention to every single word that comes out of someone’s mouth is as valuable as gold bars.”

“Golden Nuggets” is the term we use at Southwestern Consulting to describe the seemingly insignificant things that people say throughout the course of conversation. A common denominator amongst most successful “influencers” of people is that they pay attention to every word that comes out of someone’s mouth.
Earlier this year, I was following a sales rep in the field for a sales performance consulting project. I was perplexed how many things the prospect was saying that the sales rep wasn’t paying attention to. It was like gold bars flying out of the prospects mouth, and instead of taking out a net and catching the gold bars, the sales rep was dodging them and trying to get through their presentation as fast as possible.

Flying By Gold Bars

So what are the little things you should be listening for?
Here is a list of “golden nuggets”:
– hobbies and things they do for fun
– people they know that you know as well
– things that they are interested in
– what they like about your product or service
– their answer to all of your questions
– people they say would be interested in your product or service
– what they don’t like about the current service provider
– why they didn’t buy from the last person they talked with
– why they accepted the meeting with you
– what grade their kids are in
– where they work
– what area of town they live in
– where they grew up
– what they say after you answer their objections
– why they bought
– why someone didn’t buy
– what they like the best about your product or service
– what kind of dog they have
– what kind of car they drive
– their favorite sport
– how they know the referrals they gave you
– what they did before the job they’re at now

Take a look at this list and ask yourself “how effective am I at getting ‘golden nuggets,’ remembering them, and then using that information at the right time to answer objections, influence someone to see things my way, set an appointment, or close a sale?” I recommend creating a “Golden Nugget” note book that you write down all of the detailed information you gather about the people that you interact with daily. Then before every meeting or phone call where you’re talking with someone that you’ve got “golden nuggets” about, you pull out your “golden nugget” notebook and review the valuable information you know about them before engaging with them.

Have fun gold digging!