Podcast: EP 51 Your Relationship Business

Podcast: EP 51 Your Relationship Business

No matter what business you are in, you’re in the relationships business.

 

I talk often about the power and importance of quality relationships for your success in business and life. Today, I’m diving deeper into this topic to coach on how to take care of your relationships so that they convert into quality sales.

I cover why relationship investment is key to good sales, how to nourish your relationships, and finally how to influence them. I love this topic, so let me know what you learned after listening to the episode.

“Your real business card is how people feel in your presence.”

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Show notes:

  • Why investing in your relationships is key to great sales (2:10)
  • Ways to nourish your relationships (14:45)
  • Ways to prioritize your relationships (30:52)

If you enjoyed this episode, it would mean the world to me to see your feedback through a rating and review on Apple Podcasts

Podcast: EP 50 Prosper with Randy Garn

Podcast: EP 50 Prosper with Randy Garn

One of my favorite people is on the show.

 

He has taught me so much about relationships, business, sales, and fun. Randy Garn has become a dear friend and mentor over the years. I am so excited to share his energy and wisdom about how to prosper the best kinds of relationships in this episode.

Randy Garn is a New York Times bestselling author, passionate Entrepreneur and Business Builder, High Performance Coach and Partner at High Performance Institute with Brendon Burchard, and co-founder of Prosper. Randy specializes in guiding leaders through personal and professional transformation. Randy loves his wife, Charlotte, their four beautiful daughters, and two rowdy boys.

Randy has an amazing reputation for being connected to everyone. He is a master at relationships and I know you’ll learn so much from hearing him teach on this in our conversation.

“Serve before you sell.”

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Show notes:

  • How we need to be thinking about our sales and businesses (3:42)
  • Practices that Randy uses to develop this mindset (7:43)
  • The power of creating experiences in your relationships (13:27)
  • The high performance habits that sustain Randy’s energy and mindset (19:36)
  • What has changed since Randy first wrote his book on prosperity (26:53)

Follow Randy:

If you enjoyed this episode, it would mean the world to me to see your feedback through a rating and review on Apple Podcasts

Podcast: EP 38 You Will Perform to Your Self Esteem

Podcast: EP 38 You Will Perform to Your Self Esteem

I’m sharing one of my favorite success tips.

 

I learned this in one of my earliest sales jobs and it’s served me well through the years. I’m sharing some of the best habits I know to build your self-esteem, because your self-esteem is a direct reflection of your ability to perform. If you’ve been thinking about how to build your self-confidence (in your work, relationships, health, or anything), I hope these ideas will serve you.

“Confidence is a choice and it’s a habit.”

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Show notes:

  • The difference between feeling good enough and having high self esteem (4:01)
  • The relationship between money and self-esteem (8:50)
  • Why self-confidence doesn’t remove risk (11:50)
  • How to know how your self-confidence is doing (13:59)
  • Habits to build self-esteem (24:37)

Links mentioned in this episode:

If you enjoyed this episode, it would mean the world to me to see your feedback through a rating and review on Apple Podcasts

Podcast: EP 30 If I Were Your Sales Coach . . .

Podcast: EP 30 If I Were Your Sales Coach . . .

I’m in the middle of sales training and want to share.

 

It’s the time of year when I am deep in sales trainings with my clients and I wanted to share some of the best skills I’ve learned over the years. They are things I know that you know, but it really helps me every time I revisit and recommit to them.

I’m sharing 5 keys (plus a bonus) in this episode that I know will help you in your sales. They’ve supported me in over 10 years of running my own business, but I’ve also seen them get great results for my clients.

“Thriving relationships lead to a thriving business.”

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show notes

  • Sales Key 1: Passion and purpose (2:15)
  • Sales Key 2: Nourish your relationships (7:29)
  • Sales Key 3: Let people sample you for free (15:10)
  • Sales Key 4: Create an entry level offer (19:05)
  • Sales Key 5: Ask more questions (25:09)
  • Sales Key 6: Follow up (29:40)

links mentioned in this episode

If you enjoyed this episode, it would mean the world to me to see your feedback through a rating and review on Apple Podcasts

Podcast: EP 21 Two Keys to Grow Your Sales

Podcast: EP 21 Two Keys to Grow Your Sales

It’s time to fall in love with sales.

 

It’s March, which means spring is here and it’s time to grow our businesses. Now even if you’re not running a business or in charge of sales for your job, this week’s episode is for you. Because sales is all about relationships. And we are all in the business of relationships.

I’m doing a sales summit this month to share some of my best coaching around sales and I wanted to share two great nuggets from it for free here on the podcast.

Sales has become something I love, and it always starts with nourishing relationships. Get ready to learn how investing in your relationships and becoming a sincere listener is going to change your whole outlook on sales.

“If you want to influence anyone, you must understand them.”

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“Ask more and talk less.”

show notes

  • How to shift your mindset around sales if you are resistant to it (5:42)
  • The power of nourishing your network (7:25)
  • The most influential marketing strategy that you can implement in your business (8:20)
  • How to proactively nourish your relationships (11:07)
  • The key to influencing someone (25:55)
  • Why asking questions is so important during sales (32:10)

links mentioned in this episode

If you enjoyed this episode, it would mean the world to me to see your feedback through a rating and review on Apple Podcasts

How to Close More Sales ~ The Law of 4 Interactions

How to Close More Sales ~ The Law of 4 Interactions

https://www.dreamstime.com/-image8745845Life is sales. Whether you have a formal sales position or not, life is indeed sales in every form. Getting hired at a job is a sales experience. Getting married or getting engaged is a sales process. Getting your children to do their homework or eat their vegetables at some level is a sales process too.

So when you look at this concept in sales, where a lot of people sometimes struggle, or they get in their own way, is they don’t stick with the sales process long enough. They give up too quickly because they haven’t made a fast sale. Life is sales, but sales are simply relationships. And any great relationship takes time.

You’ve probably heard it said before that people like to buy from those they know, like, and trust. That’s influenced me, it’s influenced you, and will continue to be a massive influence for the sales to come in any industry. It is the power of relationship. And any great relationship takes time.

The Law of 4 Interactions is based on research done at Notre Dame University. A gentleman named Herbert True conducted in depth studies of thousands upon thousands of sales interactions. In the observation of that data, they concluded that 60% of sales transactions purchase after a fourth interaction. Now consider that number, SIXTY PERCENT, that means the bulk of your business will purchase after a fourth interaction. All that simply reinforces is that people, again, buy from those they know, like, and trust, and therefore, there is a relationship established there. This more your price point increases for a product, a service, or a program, the more critical relationship leverage will become at influencing that sales transaction.

sixty percent of yourNow some relationships are going to need more time. Some are going to need less. But if you can understand that concept, that the majority of your business is found after a fourth interaction, you can continue forward with persistence and confidence that your results are coming with time.

Something else I’d like you to consider that goes along with that same study, is that 44% percent of all salespeople will quit after a first contact. Now that’s you and me. Whether you say I’m a business owner, I’m a vice president, an executive, I’m a network marketer, I’m a coach, I’m a healer – whatever titles that you have, we are all in sales. Sales is your ability to influence, persuade, communicate, and most importantly serve, is going to be found again in that relationship. That’s almost half, fifty percent, that would give up and quit right out of the gate. That’s if they even get started! According to this same data, they would make one contact, maybe one phone call, one voice mail, one e-mail, and if they don’t get the response they want, they’re done and they’re off looking for someone else. If you’re in the business of developing massive wealth, massive influence, then you’re going to need to be a little more persistent than that, and see it from a bigger perspective – see that you’re nurturing a relationship.

To finish up that data: forty-four percent will quit after a first contact, another twenty-four percent after a second contact, another fourteen percent after a third, and another twelve percent after a fourth contact. That means that ninety-four percent of all salespeople – business owners, healers, coaches, executives, will quit after a fourth contact.

44% quit after a 1st contact

24% quit after a 2nd contact

14% quit after a 3rd contact

12% quit after a 4th contact

Just entertain for just a moment for me. What results do you think the other 6% have? It’s probably pretty clear, right? When you study high achievers and performers in any industry, any organization, they have an essence of persistence and grit…that stick-to-it-ness that they’re going to continue on to nurture and develop. See, when someone tells you no, in a sales proposition, proposal, presentation, just remind yourself that it isn’t no forever. It’s just no for today. Remind yourself of this concept and the power of this research. The majority of your sales, sixty percent, will come after a fourth interaction. What I love most about that knowledge and awareness, is you can turn off all the voices in your head around, “Aw, maybe they don’t like me, maybe I offended them, they’re not interested.” Those thoughts are sabotaging your success. With this new knowledge you can simply trust that it just needs more time.

Connection Creates ClientsMaybe what you’ve told yourself, or maybe team members or employees or sales reps of yours are telling themselves, is, “Oh, they’re simply not interested.” Show them this blog. Get them to know the facts and the knowledge. Because what I love about knowing that information is it helps me stay anchored that I’m here of purpose, I’m here to serve them. I’m here to build relationships. When you’re in the business of relationships, you’re in the business of service, adding value, nourishing your network – when you show up and play life and your business from that angle, you can write your ticket. You’ll have whatever it is that you want if you’re faithful and persistent to give it the time that it needs.

When you find yourself discouraged or not closing the sales , consider what needs a little more time. When you find yourself saying, “Gosh, I’m making contacts, but not closing sales,” the difference between contacts and contracts is one letter – the letter “R.” That one letter difference – “R” – just simply stands for relationship. So if you’re making contacts, you’re reaching out, emails, invitations, lunches, phone calls, connecting, but you’re not getting the contracts – all it tells you is you need a little more time on the relationship. A little more time to nurture, connect, ask more, ask to serve, be a resource, add that value. I guarantee if you will be faithful and persistent, that is the magic sauce in life in creating whatever you want. Persistence always trumps talent. Life and sales and results don’t always go to the most attractive, the most educated, or the person with the best upbringing. Success and life and results go to the most faithful, the most persistent, which is you, if you choose it to be. Persistence is a choice, right? Being consistent in following up, and being willing to say, “I’m in it for the big payout, I’m in it to nurture relationships, to a point and a place where that I have multiple business referrals.” This starts to come in because you live this on a regular basis. Remind yourself, remind your team members, that their success, your success, hinges upon these principles: Life is sales. Sales are simply relationship. People buy from those they know, like and trust. You need a little more time potentially if you’re not converting as many contracts from your contacts – you need a little more time on nourishing the relationship aspect to your business.

Thanks for taking the time to nurture your brain. Be faithful. Be persistent. Continue to add value and you also will meet with success.

Tiffany Peterson