Brian Peters https://brianpeters.coach Get Referrals Every Single Time Tue, 23 Jun 2020 13:11:50 +0000 en-US hourly 1 https://wordpress.org/?v=5.4.2 https://brianpeters.coach/wp-content/uploads/2017/12/favicon.png Brian Peters https://brianpeters.coach 32 32 140159185 Don’t let the virus kill your business https://brianpeters.coach/dont-let-the-virus-kill-your-business/ Thu, 23 Apr 2020 15:46:42 +0000 https://brianpeters.coach/?p=2095

Instead of a disaster see this as an opportunity.

Most salespeople are notorious for not upping their skills and practicing new skills.  They hate taking time off.  Now there is no excuse.

Apart from connecting with clients online, take the time NOW to get new skills. Once back to normal, take this opportunity to go back to your meetings better than before the virus.

Things only get better, when YOU get better.

]]>
2095
Why 2 Phones Could Earn You More Money https://brianpeters.coach/why-2-phones-could-earn-you-more-money/ Wed, 08 May 2019 08:15:53 +0000 https://brianpeters.coach/?p=1876

Your phone can either be an asset or a liability. Watch this and learn how a $10 phone can earn you more than your $1000 smart phone. One of the biggest impediments to a successful day of selling is being distracted. Learn how a $10 phone can stop you getting distracted and earn more

]]>
1876
What Do You and a Heart Surgeon Have in Common for Your Clients? https://brianpeters.coach/what-do-you-and-a-heart-surgeon-have-in-common-for-your-clients/ Tue, 20 Jun 2017 12:46:10 +0000 https://brianpeters.coach/?p=656

AND DO YOUR CLIENTS KNOW?

What do your clients think of you? Do you know? Have you asked?
How important do YOU think YOU are to your clients?

THE WAY YOU THINK ABOUT WHAT YOU DO IS HAVING A MASSIVE IMPACT ON YOUR INCOME, BUSINESS AND CLIENTS!

What do YOU tell your clients you do?
How important do YOU tell them you are to them?

Let’s say for example, you need heart surgery. You have consultations with several surgeons, after all this is a BIG decision.  Get a good one, and you get to live a life in health, get a bad one, you may not be here tomorrow or if you are you may suffer through life.

You interview surgeons and let’s say it goes something like this:

Surgeon 1:

Well, I am Dr. Smith, and I do heart surgery, I am quite good at what I do and have many successes, of course not all survive.  I like to think I am good enough to help you, but I will let you know after the surgery what your chances are. I am quite up to date with the latest techniques, so have a good idea of what I will be doing.

Surgeon 2:

Hi, I am Dr. Zack, I am the best surgeon there is in the whole North and Central America. I don’t tell you this to impress you but to impress upon you that I only want to be the best for my patients.  I do this because I love it and I love saving lives. I am passionate about what I do, so much so my wife moans that I spend all my time researching the latest techniques and then hours every day practicing and refining so before I get to a patient I am totally confident that barring any unforeseen thing the chances of you surviving are 98.5%. I will do whatever it takes so my clients live with a good quality of life after surgery.  If I take your case it is because I have studied every test result and examination you’ve had and I am confident that it will be successful. I know exactly what procedure I am going to do and also the backup plan just in case. Do you have any questions?

Ok, so who do you want to go with?

So what do you tell your clients?   Do they know that YOU know you are the best person they will ever meet in this field?  Do you tell them, make sure they understand the value to them of working with YOU?  Do YOU believe it?

Do they know you care passionately about what you do? That it matters to you?

If you are not sure, ask them next time you meet them. See what they say.

My clients are in no doubt. I tell my clients,

“I am the most important person to you next to an open heart surgeon performing on you at that moment”

I am sure you can imagine the reactions. I then say,

“I know that seems like a heck of a thing to say, however I want to explain why I say this to all my clients, is that ok?”

Of course they want to know why I have made such an outlandish claim.

“Mr. Client, Firstly if you need open heart surgery you will need money, a lot of it, and I will ensure that money is there.  And should you survive, I will ensure that you have the right amount of money coming in for you and your family to live well for the rest of your life.

If however, you don’t make it or if you get hit by a drunk driver, I will ensure your wife and children live the life you want now and are planning in the future.

You see, here’s what will happen if and when you die, and the latest stats tell me the ratio of death is one in one, we just don’t know when.

All of your friends will be offering sympathy to your widow, I will be the only person with a cheque book.

Your widow can get a job in McDonald’s at about $3 an hour, I think if she is prepared to put her hand down the toilet to clean it she may get $3.50 an hour. Sympathy and a bus ticket will get you from A to B (pick two towns) and that’s it.

When all your friends say to her at the funeral, “if there is anything I can do please just ask”, what do you think happens when your widow says:

“Thank you, will you put my kids through college?”

“Thank you, will you pay off our mortgage?”

“Thank you, can we come and live with you for the next 17 years till the kids leave college?”

“Thank you, will you buy me a car every 3 years so I have safe transport?”

What do you think they will say?  You see Mr. Client they do mean well, but they can’t do anything.  I can, that’s why I am the most important person next to a heart surgeon.

You must keep my business card next to your medical card, as after calling the doctor your wife will be calling me.  I will be the second person she calls, not your friends, you parents of course, but then me.

Can you see now why I say what I do Mr. Client?   I have had a client die, a young couple, 24 and 25, and two young children, she got cancer and died. She was beautiful and popular. I was the person that got that call.  In the church there was standing room only OUTSIDE, it was packed to the rafters.  I was the ONLY person out of about 500 friends and family that COULD help.  I had the cheque book.

The husband retired, never worked again through financial need, spent his following years with his kids until they were grown more.  He had choices.

So if we decide to work together, I will ensure your wife or widow and children never rely on sympathy.  That is what I do for people Mr. Client and I take my role very seriously.

If you ever need a surgeon you will want the one who says, “I am the best there is and this is why”.      As most people do live, don’t you want your clients to know they have the same in our field?

So ensure your clients know that you are the best for them, and ensure you do the best job possible.

Be very clear on what your response will be when YOU get THAT call.

]]>
656
Double Your Income With the 3 Keys to Outstanding Communication From Day 1 https://brianpeters.coach/double-your-income-with-the-3-keys-to-outstanding-communication-from-day-1/ Tue, 20 Jun 2017 12:43:12 +0000 https://brianpeters.coach/?p=653

“I’ll think about it”

“I’ll speak to my partner about it”

“Let’s meet next week and discuss it again”

“That sounds really interesting, let me think about it and I’ll get back to you”

Any sales consultant with any experience will have heard these phrases from prospects and clients. It’s simply a part of learning the business. When you have enough experience and knowledge you should not hear these phrases, ever. Sadly many experienced and veteran salespeople still hear these. There can be several reasons why phrases like these are sometimes said to the salesperson, However the number one reason why these are said is primarily simply because of misunderstanding.

I am not sure any of us would agree with Marcus Aurealius totally, of course there are facts, however, his comment holds a huge truth.

Having earned millions of dollars in commission and coached over 5000 sales consultants, and retired after 8 years in the industry, I learned early on that the number one reason for lack of sales is likely misunderstanding.

(The number 2 reason is likely closing before you should, which I will cover in another article).

“Not me!” I can hear some sales people say to themselves. Well let’s check shall we.

What you are going to learn about communication will:

Increase your standard of living,

Drastically improve the quality of your relationships both in business and your personal life.

You’re going to feel a lot happier about your interactions with everyone you meet

And especially your increased income in sales.

Many prospects and clients have turned down products simply on the basis that they didn’t understand, and were being polite. They don’t want to appear stupid or unintelligent and they don’t want to be rude to the salesperson.

Many phrases will be exactly as the client says, however, we need to check, so let’s understand the more than likely translation of select phrases,

  1. I’ll think about it – I didn’t really understand it but I want to be polite
  2. I’ll talk it over with my partner – I didn’t really understand it but I want to be polite
  3. Let me have a think about it and I’ll get back to you next week – I didn’t really understand it but I want to be polite

So what are the 3 Keys to Outstanding Communication?

Most people, and many sales people are extremely guilty of this, when communicating are simply waiting for the other person to stop talking. They are thinking about what they want to say.

On a side note :

Bodybuilders have to eat a lot of food and nutrients to get bigger and better and train harder and longer. That’s a fact. You quite simply have to be a guru and scientist and basically an expert on food.

As a former Mr. Universe, and after hiring a top professional to coach me, I learned that it’s NOT just about the amount of food you eat, but about the amount of food you can ABSORB. You can pile food in all you want, but if you are NOT absorbing it correctly you won’t get the right result. You’ve probably all seen fat puffy so called bodybuilders on a beach or in a bar, piling food in, the pro’s look big, muscular and defined as they know how to ABSORB enough food and nutrients. You have to constantly monitor the results, sometimes, hourly, and daily and weekly. You cannot HOPE that all you eat is going into your body.

Likewise, salespeople cannot HOPE that everything they are saying is being ‘absorbed’ and understood by the client or prospect. THEY HAVE TO MONITOR AND CHECK ! The most successful sales people check often during a meeting.

Question :

“Are you absolutely 100% sure that what you thought you said, is understood exactly by the other person ? “

I am pretty sure that a high percentage of what most people and salespeople think they said and that the other person thought they said is not the same. In fact I’ll pretty much guarantee it. As I have coached over 5000 sales people, and mentored many sales people, I have seen first hand over and over meetings progressing based on the ASSUMPTION that everyone is understanding what is being said and what is going on. Meetings and sales proposals that are going absolutely nowhere, BUT NO-ONE IS CHECKING !

Try this throughout the day, with people you are familiar with. When you have discussed or said something ask

“ What did you think I said just then ?”

Do this 10 times throughout the day and see what percentage was accurately understood as exactly what you thought you said.You can also use

“What did you think I meant just then ?”

Let me ask you now, do you think you will confidently get 10 out of 10 ? I think anyone who is being really honest with themselves will say no. Soooooooo, if the one time you don’t get it right is in a sales meeting with big commissions to be earned, ooooops, an expensive ooooops.

YOU SIMPLY CAN’T AFFORD TO BE MISUNDERSTOOD IN A SALES PRESENTATION/MEETING.

So How Do We Improve?

 

Even just doing one simple technique with a prospect or client in a sales meeting will increase most salespeople’s business dramatically. Just by saying:

“Mr. Client, I know what I thought I just said, can I ask you what you thought I just said ?”

This is seriously worth repeating –

 

“Mr. Client, I know what I thought I just said, can I ask you what you thought I just said ?”

This one phrase alone will add dramatically to many sales consultants income. Tens of thousands and hundreds of thousands of dollars are lost in commission every day and every year by individual consultants not doing this, which adds up to millions of dollars’ worth of commission being lost each year. Not only that, many prospects and clients who actually want what is being offered end up not getting it, simply because the sales consultant does not know how to communicate with clear understanding. This is a huge loss to the client and the sales person.

Just knowing your product and being able to regurgitate it is not effective communication.

When the salesperson is putting over the benefits of owning a product or service there are 3 things that MUST be checked. It is absolutely vital to understand these 3 things happening at this time.

To explain I will use the term “I” as the salesperson. The term “you” refers to the prospect or client.

Understanding the following will give you the ability to dramatically increase your sales success and income and also help numerous more prospects and clients.

Whenever you say anything to a client or prospect demonstrating benefits of your product or service, you should be not only thinking the following, but on numerous occasions you should actually ask it out loud to the prospect.

Most sales people aren’t even thinking it, just assuming the client or prospect is getting it.

“Mr. Client, I know what I meant when I was explaining that, may I ask what you thought I meant?”

Unfortunately most sales people assume ( and we all know what that means !, and for those of you new to sales and don’t know, assuming makes an ‘ass of u and me‘ ass/u/me) that the client or prospect understood what they just said or explained.

This is naïve at best and very costly in terms of sales and earnings.

So how do we overcome this?

 

Let’s clearly understand the 3 KEY aspects to Outstanding Communication:

  1. The first part – “what I thought I said”
  2. The second part – “What was actually said”
  3. The third part – “What the client thought I said”

If these are not in synch, sales will likely be lost that could have been made, benefits enjoyed by clients and prospects that should have been enjoyed won’t be, and commissions that should have been earned won’t be. By checking this on a constant basis in the meeting, you will all but eliminate misunderstanding. I have observed consultants spelling out features of their product, focusing on getting the information across, and not checking that the client actually understood. What a complete waste of everyone’s time.How do I know this works, because of the many times happy prospects who became clients have stated,

“You’re the only one I’ve understood “.

While this is fantastic to hear, it is totally indicative of my resolve to understand my prospect and client and THEN CHECK that what I thought I was explaining I WAS explaining and they understood that that was what I was explaining. I learned never to assume !

I CHECKED. So check on a regular basis during meetings and increase your sales and income.

]]>
653
HANDLE OBJECTIONS THIS WAY AND EARN MORE MONEY https://brianpeters.coach/objections/ Tue, 20 Jun 2017 07:06:02 +0000 https://brianpeters.coach/?p=649

HERE’S WHY


THERE AREN’T ANY !!

Have you been given books on How to handle ‘objections ?’
Have you been taught what to say when clients give you ‘objections ?’

This is one of the biggest wastes of time and most incorrect thinking in our business.  Let me show you why and what you should be doing and increasing your business and income and helping more clients.

Let’s list a few of the more ‘common ones’, I am sure you will know more than listed here, this is to explain why you don’t have to waste your time anymore on these, AND why thinking this way WILL cost you money in lost sales.

  • I can’t afford it
  • I have one already
  • I’ll talk to my partner about it
  • I will wait until next year
  • I want to check it out with someone else
  • ???? the list can go on, these are just the tip of the iceberg.

I have seen whole books written on huge lists of OBJECTIONS.

WHAT IS REALLY IMPORTANT IS HOW YOUR OWN MIND REACTS TO THE ABOVE EXAMPLES

For example, if you have a neighbor who seems to be unapproachable and grumpy and ‘known’ for being argumentative, and you need to ask him to turn his TV down late at night, how is YOUR mental state as you walk over to approach him ? Warm, friendly, positive? or apprehensive, nervous, geared up for the ‘fight’, ready to counter his arguments and objections?

It almost doesn’t matter what is said, the ‘emotion and tone and expectancy’ of this ‘battle’ will almost certainly cause a poor result or outcome. You ‘know’ he is going to object, and you are ‘ready’ for him.

Now, what if after speaking to him, you found him to be really pleasant, but just a little stressed all day because his wife is dying of cancer and sleeps most of the day and her only pleasure is the TV in the evening and she is unable to wear hearing aids.

What would your emotional state be then?

Would you immediately be empathetic? Would you try to see if you could help with anything? Would you be trying to think of solutions? ( FOR HIM FIRST, YOU SECOND )

Did you put your shield and battle axes away and bring out comfort/solution sacks to see what could be done? Did you try to put yourself in his shoes, imagine his day and life? Imagine his stresses?

So when you are taught, “Ok, so if or when your prospect objects and says this,     ( e.g.I can’t afford it, or whatever……… ),  you say this “……………………… “ You bring out your objection countering phrases!

FIRSTLY:
You are in ‘objection handling’ mentality.
Your heart rate is likely up a little.
You’re likely to be a little tense (after all, you want to win this one by beating his/her objection).
You ‘know’ what to say, so likely your listening to understand is down, and you are in listening to reply state.

SECONDLY:
The prospect or client feels this from you.
His/her defenses go up, (they don’t even know why, they just sense something from you).
They go into defense mode.

THIRDLY:
The battle is on …………..
Now let’s think about these:
– The sky is blue
– The grass is green
– It’s warm today
– He is tall

How are you feeling ? What are you thinking ? Nothing ? RIGHT ! Why ?
Because THESE ARE STATEMENTS !!
They are not objections, they are statements.
With statements we don’t react positively or negatively, we just see them as they are, STATEMENTS and respond accordingly. We usually just acknowledge, accept and carry on the conversation. Just carry on being the nice helpful human you are.

SO, LET’S REVIEW:

  • I can’t afford it
  • I have one already
  • I’ll talk to my partner about it
  • I will wait until next year
  • I want to check it out with someone else

 

THESE ARE STATEMENTS!

They are INTERPERATED as OBJECTIONS and we respond accordingly.

For all the guys out there, let’s say for example you see a beautiful girl and you want to ask her on a date.  You summon up the courage and you ask her out and you want to pick her up on Friday at 7pm. All good so far.

She says, “Oh I always wash my hair on Friday at 7pm

The usual reaction ?
She is politely ‘objecting’, ‘refusing” “making excuses “ because she doesn’t want to go.
So WE RESPOND accordingly as if we have been objected to

Oh sorry, didn’t mean to bother you, etc”, we get all nervous, uptight maybe, some guys get embarrassed

SO WHAT SHOULD WE DO ??
We see it for what it is,   A STATEMENT

You then say “Fantastic, I love girls with clean hair, I will pick you up at 8pm”.

The follow on discussion goes where it goes, however what I am highlighting here is the initial reaction, which was to take it negatively as an objection.

So let’s relook at objection one   ‘I can’t afford it.’
Now, we look at it as it should be looked at.  We have a conversation along the lines of, ‘ thank you for letting me know, that’s why I am here to help you see if there is a way to afford it, either now or sometime in the future, so tell me how much can you afford ?’

Or

of course you can’t, how close can you get ?”

Or

“of course you can’t, how much can you afford ?”

By taking it for the STATEMENT it is, we approach it completely differently and have a completely different conversation, with different emotions.  Here we are in a state of helpfulness and open mindedness to find a solution, not pulling out readily prepared comebacks for this objection that now we understand doesn’t exist.

So by seeing these STATEMENTS for what they are, which is a passing of information to you, you are being given information and a focus on where the client is mentally and you can now look to be able to help him/her.

Instead of ‘seeing’ it as:

“I can’t afford it”     ie     ‘No’

Now we can look at it as:

“ I can’t afford it”    ie    ‘ I am tight financially and letting you know, so with that information can you help me to afford it, or some of it, or some of it shortly, do you have any solutions, please help me here’

( Oh and by the way, if someone does say ‘ I can’t afford it’ try changing the subject and asking them if they could have any car, or ?? in the world, which would they choose?   Ask them how much it is. They will give you an unreal figure.  Then ask them ‘just out of curiosity, if there was someone who was buying that car/??on finance and had made 97 payments with three to go at say $200/$400/$600 a month, and they would hand it over to you fully paid if you would make the last 3 payments, would/could you do it?)

What do you think the answer would be 99% of the time?

Absolutely, they will find it.  So they CAN afford it, the real reason is likely to be something else missed during the meeting, which I will cover in another article.

The only ‘valid objection’ is likely to be “ No, I do not want to see you and I do not want a meeting”.
I am not talking about someone like a teacher, as I was, earning very little, discussing a $50,000 Rolex. Of course ‘I can’t afford it’ is still a statement, and a true statement.  If the sales person doesn’t get this is not a ‘prospect’, this is, someone who has a desire or need,  and the money then sad for him/her.

Usually people are in a sales meeting because they are interested in what you have to offer and either have a little or lot of cash now, or will do fairly shortly.

So next time, practice ‘seeing’ statements for what they are which are ‘statements’ and respond accordingly.

]]>
649