Archive for the ‘Emmie Brown’ Category

How Rewriting Your Self Talk Can Make A Difference

When I first started working for Southwestern Consulting, I spent four years on the road touring with our seminar division. We had a big conference that toured the country and every four months that conference would go to a different city and I would move with it. I lived in 12 different cities, and every four months I would start […]

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How to Better Train in the Field

I recently had one of my clients come to me and say, “I am not sure my managers are working with people very effectively in the field; can you check it out for me?” After investigating, they weren’t! They were working with their agents all day long in the field doing the presentations, but expecting the brand new rookies to […]

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Who Would You Invite to the Recruiting Party?

Oftentimes managers recruit through cold sources. They recruit on Monster or Craigslist, and they recruit people they don’t know. Those people come to the company not knowing anyone, and when they have challenges, they don’t really have anyone they already know or trust to turn to. They don’t have an emotional connection with someone inside the company that is strong […]

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The Two Types of Motivation to Know About

Most of us are motivated by contests and incentives or earning recognition. We like to work toward goals. This type of motivation is called “Toward Motivation.” There is 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 […]

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What Closing Is Not

When you think of closing, what comes to mind? For most people, they think of being strong-armed. They think of a pushy, sleazy, manipulative salesperson.  They have negative connotations with closing because they really don’t understand what closing is. In order to be more effective in sales, you actually need to change your perception about what closing is and what […]

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Easy Ways to Make Your Meetings More Fun

Your meetings are boring. They are. It’s not that you are boring. It’s that people get sick of hearing from the same person. People get sick of hearing me if I am the only one talking too. (Just ask my team; they will tell you.) After a while, we can all sound a little bit like Charlie Brown’s teacher: “Wah […]

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Coaching to Skill or Will

One of the hardest parts of being a leader is confronting an underperformer. It is difficult because it is uncomfortable. Sometimes it is difficult because you just don’t know what to do to help that person. When someone is not reaching their potential, it is always a matter either of skill or of will. Our job as leaders is to identify […]

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3 Reasons You Don’t Get Referrals And What You Can Do About it

We can all 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. Sometimes, we need to take a step back and look more into why we aren’t getting more referrals. Here might be 3 reasons why you are not getting enough: 1. You don’t […]

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The Emotions of a Salesperson

“When you feel so mad that you want to roar, take a deep breath and count to four.” Those are the words of a children’s song, sung by Daniel Tiger. He’s the main character in a show produced by the Fred Rogers Corporation. Mr. Rogers believed that if we teach children what to do with their feelings—in other words, how […]

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Celebration, Not Just Confrontation

If you tell yourself, “Accountability is really uncomfortable for me. I just don’t like doing it,” then you probably don’t understand what accountability is. Many sales managers they think that accountability is synonymous with confrontation. They think that what it means to hold someone accountable is to get in that person’s grill, to call them out about something, or to […]

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Performance Recovery Plan

 In 1978, Kenny Rogers recorded a #1 hit called “The Gambler.” These familiar lyrics speak a powerful message: You’ve got to know when to hold ’em Know when to fold ’em Know when to walk away And know when to run This message can be applied to leaders: Coach people up or coach them out. While most leaders know in […]

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Tell Them HOW, Not WHAT

Two guys used to go duck hunting together each year. They would go to the same blind and the same location every year. Neither one of them had their own hunting dog, so they really liked that location because they could rent a hunting dog. After several trips, they found a retriever that was a particularly good hunting dog, so […]

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