Merry Christmas and a Happy New Year!

I hope all my friends, readers and followers had a fantastic Christmas!

Here's to a blessed New Year celebration and a wonderful 2014 to come!!

Christmas Party Season

As the year comes to a close, it's about that time for Christmas parties to resume! And, in my Nashville office, the managers, admins and reps alike are enjoying a little relaxation time to have fun with coworkers and friends.

Yesterday, we had a tacky sweater Christmas party at Santa's Pub, a Nashville local favorite. It was so nice to put work aside and enjoy karaoke and drinks with friends.

We truly are lucky this holiday season to work with the amazing individuals we do!

Holiday Thoughts

I'm excited and ready to end this week on a strong note! Looking forward to spending the weekend and next week with my family for the holiday season!

#MerryChristmas #TisTheSeason #HappyHolidays

Pintrest

For business and marketing ideas, interviewing tips and some of my favorite things, please visit my Pintrest page and follow me!

http://www.pinterest.com/brettsiler/

Intelligence and your pocketbook

How does intelligence impact your pocketbook? An interesting article here! #repost #cnbc #business #millionaires


http://www.cnbc.com/id/100637179

Awesome Friday news....

Great news, y'all! The top 4th highest ranked account manager in the nation is in my Nashville office; I am so honored to be a part of her advancement and training opportunities!

An interesting take on modern day careers

http://www.careerealism.com/book/

A must read for anyone trying to navigate the job market and career world of the 21st Century. Well written, craftily articulated and true beyond all doubt!

Some awesome business offices via Business Insider

http://www.businessinsider.com/cool-offices-google?op=1

Top books for business professional

I am a firm believer that the best business owners are ones who understand the mechanics behind running a company. And, in my past experience and history with developing a brand, understanding the target market, the product and the human interest in business is of the utmost importance. I've found most of my knowledge through mentors and books. Below is a great article on some wonderful reads for every business entrepreneur or professional!

http://www.linkedin.com/today/post/article/20131203190537-28723569-the-top-10-books-for-professionals-plus-doris-kearns-goodwin-answers-your-questions-on-leadership?trk=tod-home-art-list-large_0

Goals

When running a business, what is more important than your goals? Nothing!

Your goals for yourself, your employees and your productivity are the central driving force behind your success. After all, your future vision and dream is a compilation of all your smaller goals.

And, consistently making new goals daily, weekly, monthly, quarterly and yearly will help you reach your original business dream.

What are YOUR goals for today?

Goals via 40Billion: http://www.40billion.com/post/15050

Leadership via Wayne Kehl

http://linked2leadership.com/2013/11/05/on-leadership-and-the-attitudes-for-success/?utm_content=buffer87c16&utm_source=buffer&utm_medium=twitter&utm_campaign=Buffer

Veteran's Day

Thank you American veterans for your service and sacrifice! #VeteransDay

So much going on!

It's a big week! Our company celebrated an employee promotion yesterday and say farewell to the management team as they leave on an extended weekend in Arizona for a corporate R&R! Lots of activity and excitement; glad to be a part of it.

9/11 Remembered

Where were you 12 years ago today? I recall my experience often. Still can't believe our country was attacked to violently. #neverforget #9/11 #americathebeautiful #pride

9/11 will always live on in the hearts and minds of the American people #neverforget #countrypride #redwhiteandblue

What should you do?

Follow my other social media pages and then share this blog with your friends for business, marketing and office development and sales advice! #repost #share #network

https://www.facebook.com/BrettSilerBiz

https://twitter.com/BrettSilerBiz

http://brettsiler45.tumblr.com/

http://www.flickr.com/photos/httpwwwlinkedincominbrettsiler/

http://www.naymz.com/brettsiler3149936

http://www.efactor.com/brettsiler

http://pinterest.com/brettsiler/boards/

http://wordpress.com/#!/read/blog/id/39350083/

http://www.linkedin.com/profile/view?id=31347843&trk=nav_responsive_tab_profile_pic

Is management a science? Read here! #blog #repost

http://blogs.hbr.org/cs/2013/08/beware_the_sirens_of_managemen.html

Happy Hump Day y'all! What are you doing to better yourself today?

Interesting article on social media with a purpose

http://www.youngentrepreneur.com/startingup/internet-marketing/how-to-tweet-with-purpose-2/?hootPostID=0414daac54419b255058998595c96812

Having a very focused Friday. Blessed for all the people I work with!

Friday thoughts...

Like my Facebook page! https://www.facebook.com/BrettSilerBiz

Wednesday Thoughts....

Happy Hump Day! Make it a great one!!

http://www.youtube.com/watch?v=kWBhP0EQ1lA

Article via Harvard Business Review

Fantastic article about innovation and entrepreneurs in America. Hint: our role is HUGE!

http://blogs.hbr.org/cs/2013/08/the_innovation_mindset_in_acti_2.html#prclt-1Ubx1yVU

Tuesday Thoughts...

Have dreams so big they scare you. #keytomysuccess

Brief Monday Thoughts...

Having such an excellent morning. Here's to hoping my followers are feeling refreshed and inspired as I am on this Monday! #goforgold

Brief thoughts...

The best success is seeing those you've mentored excel. It's priceless!

Check me out on Pintrest: http://pinterest.com/brettsiler/boards/

Are you an effective leader? via Wally Bock

http://www.threestarleadership.com/supervisorsupportkit/

Informational article about the use of social media in the professional world via Stephanie Frasco. Enjoy! http://socialmediatoday.com/stephaniefrasco/1408661/socially-stephanie-social-media-time-management-ecommerce?utm_source=hootsuite&utm_medium=twitter&utm_campaign%20value=hootsuite_tweets

Professional position, passion and personal power

As I browse my Twitter feed and various trends this afternoon, I can’t help but notice a clear pattern about the workplace, personal passion, complacency and the correlation between these three components.

If you’re like the vast majority of American workers, the workplace is where the bulk of waking hours are spent. Because of this, an occupation becomes a direct reflection of the employee’s personality and how that role is acted out becomes a replica of their value system. When the way the day is spent becomes more of just a job over a cultivated craft, dissatisfaction ensues.

Professional business motivator, Lolly Daskal, says it best:

“If you have cared for your customers, it’s personal. If you have lost sleep over a client, it’s personal. If you have gone out of your way for a colleague, it’s personal. If you stayed extra hours to help a team member, it’s personal. What drives us each day to get up and go to work and work long hours is the fact that we think we are making a difference, contributing to the world around us. If it wasn’t personal, then why would we even be doing it?”

So, seek the career you love and treat your coworkers with respect and about go forth with eagerness, heart and dedication. Treat your job like the reflection of yourself that it is because work is always personal.

Find your passion and make it your goal to achieve that and you will succeed!

Brett Siler's Hard Work Is Like Stairs

Hard work is like stairs and luck is like a lift, sometimes the lift may fail but stairs will always take you at the top..

Brett Siler's Clean Slate Monday's

For me, Monday represents a fresh start to the week. It is the day where the slate from the previous week is wiped clean. It is a day of new beginnings.

Come connect with me on Linkedin http://www.linkedin.com/in/brettsiler/

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Brett Siler's Choices We Make

We are not the result of the choices we make, but our efforts are. The amount of effort one puts towards his or her objectives will have a determinant effect on the output.

Brett Siler's Drive

Brett Siler's A Positive Attitude

A positive attitude gives you power over your circumstances instead of your circumstances having power over you.

Brett Siler's There Are Two Types Of People

There are two types of people in this world; those who see things happen and those who make things happen.

Brett Siler's Applying Constant Effort

Applying the constant effort on a daily basis is a key to getting the results you want in life. It doesn't really matter what your goal is. If you work on it at least 15 minutes every single day you will reach it.

Brett Siler's Live Life As A Champion

“I hated every minute of training, but I said, ‘Don’t quit. Suffer now and live the rest of your life as a champion.’” ~ Muhammad Ali

Brett Siler's Think Before You Speak

Think twice before you speak, because your words and influence will plant the seed of either success or failure in the mind of another.
Napoleon Hill 

Brett Siler's Happy 4th Of July

Happy 4th of July everyone! I hope you all have a safe and wonderful time celebrating our countries independence day with loved ones. 

Brett Siler's Teamwork Is Important

Teamwork is so important that it is virtually impossible for you to reach the heights of your capabilities or make the money that you want without becoming very good at it.

Brett Siler's Socially Responsible Way

Conducting your business in a socially responsible way is good business. It means that you can attract better employees and that customers will know what you stand for and like you for it.

Brett Siler's In The Business World

In the business world, the rear-view mirror is always clearer than the windshield.
-Warren Buffett 

Brett Siler's Success or Failure...

Success or failure in business is caused more by the mental attitude even than by mental capacities.
-Walter Scott 

Brett Siler's Most Important Things

Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all.-Dale Carnegie 

Brett Siler's The Key To Success

The key to success for everything in business, science and technology is never to follow others. 

Brett Siler's Time Management

You cannot increase the quality or quantity of your achievement or performance except to the degree in which you increase your ability to use your time effectively.

Brett Siler's Winning Is Not A Sometime Thing

1. Winning is not a sometime thing; it’s an all time thing. You don’t win once in a while, you don’t do things right once in a while, you do them right all the time. Winning is habit. Unfortunately, so is losing. – Vince Lombardi

Brett Siler's Thursday Motivation

1. Whatever the mind of man can conceive and believe, it can achieve. Thoughts are things! And powerful things at that, when mixed with definiteness of purpose, and burning desire, can be translated into riches – Napoleon Hill

Brett Siler's A Good Objective

A good objective of leadership is to help those who are doing poorly to do well and to help those who are doing well to do even better. 

Brett Siler's Respect Is Key

Respect is the key determination of high-performance leadership. How much people respect you determines how well you perform. 

Brett Siler's Have A Better Plan For Life

The best motivation is self-motivation. The guy says, "I wish someone would come by and turn me on." What if they never show up? You've got to have a better plan for your life.

Brett Siler's TGIF!!!!!

Brett Siler's Two Parts To Influence

There are two parts to influence. First, influence is powerful. And second, it is subtle. You wouldn't let someone push you off course, but you might let someone nudge you off course and not even realize it. 

Brett Siler's I Use To Say...

I use to say " I sure hope things will change." Then, I learned that the only way things are going to change for me is when I change them. 

Brett Siler's Unique Combination Of Talents

You contain within yourself a unique combination of talents and abilities which, properly identified and applied, will enable you to achieve virtually any goal you can set for yourself. 

Brett Siler's Going To The Marketplace

Don't bring your need to the marketplace, bring your skill. If you don't feel well, tell your doctor but not the marketplace. If you need money, go to your bank but not the marketplace.

Brett Siler's Prerequisite For Great Success

Failure is a prerequisite for great success. If you want to succeed faster, double your rate of failure. 

Brett Siler's Go To Work On Goals

If you go to work on your goals, your goals will go to work on you. If you go to work on your plan, your plan will go to work on you. Whatever good things we build end up building us.

Brett Siler's Dream Big Dreams!

Dream big dreams! Imagine that you have no limitations and then decide what's right before you decide what's possible.

Brett Siler's Hire Nice People

Good people are found, not changed. Recently I read a headline that said, "We don't teach our people to be nice. We simply hire nice people." Wow! What a clever short cut.

Brett Siler's Financial Independence Inspiration

Those who start with too little money are more likely to succeed than those who start with too much. Energy and imagination are the springboards to wealth creation.

Brett Siler's Five Minutes Complaining

If you spend five minutes complaining, you have just wasted five minutes. If you continue complaining, it won't be long before they haul you out to a financial desert and there let you choke on the dust of your own regret.

Brett Siler's The Average Person

An average person with average talent, ambition and education, can outstrip the most brilliant genius in our society, if that person has clear, focused goals. 

Brett Siler's Three Things To Leave Behind

There are three things to leave behind: your photographs, your library, and your personal journals. These things are certainly going to be more valuable to future generations than your furniture!

Brett Siler's Learning Is The Beginning

Learning is the beginning of wealth. Learning is the beginning of health. Learning is the beginning of spirituality. Searching and learning is where the miracle process all begins.

Brett Siler's Questions to ask yourself

You must constantly ask yourself these questions: Who am I around? What are they doing to me? What have they got me reading? What have they got me saying? Where do they have me going? What do they have me thinking? And most important, what do they have me becoming? Then ask yourself the big question: Is that okay?

Brett Siler's Influence of Success

If you could find out what the most successful people did in any area and then you did the same thing over and over, you'd eventually get the same results they do.

Brett Siler's Good Communication

You cannot speak that which you do not know. You cannot share that which you do not feel. You cannot translate that which you do not have. And you cannot give that which you do not possess. To give it and to share it, and for it to be effective you first need to have it. Good communication starts with good preparation.

Brett Siler's Work On Your Goals

If you go to work on your goals, your goals will go to work on you. If you go to work on your plan, your plan will go to work on you. Whatever good things we build end up building us.

Brett Siler's Knowledge

The great breakthrough in your life comes when you realize that you can learn anything you need to learn to accomplish any goal that you set for yourself. This means there are no limits on what you can be, have or do.

Brett Siler's The Best Motivation

The best motivation is self-motivation. The guy says, "I wish someone would come by and turn me on." What if they don't show up? You've got to have a better plan for your life.

Brett Siler's Leadership Quotes

In leadership we teach: Don't send your ducks to eagle school because it wont help. Duck finishes eagle school, sees his first rabbit, makes him a friend.

Brett Siler's The Most Important Question To Ask

The most important question to ask on the job is not "What am I getting?" The most important question to ask is "What am I becoming?"

Brett Siler's Possibility Thinking

Make a game of finding something positive in every situation. Ninety-five percent of your emotions are determined by how you interpret events to yourself.

Brett Siler's Leadership Motivation

The challenge of leadership is to be strong, but not rude. Be kind, but not weak. Be bold, but not a bully. Be thoughtful, but not lazy. Be humble, but not timid. Be proud, but not arrogant. Have humor, but without folly.

Brett Siler's Leadership Quotes

Leadership

Integrity is the most valuable and respected quality of leadership. Always keep your word. 

Leadership is the ability to get extraordinary achievement from ordinary people. 

Become the kind of leader that people would follow voluntarily, even if you had no title or position.

Leaders think and talk about the solutions. Followers think and talk about the problems.

Respect is the key determinant of high performance leadership. How much people respect you determines how well they perform. 

The three "C's" of leadership are Consideration, Caring, and Courtesy. Be polite to everyone. 

BRETT SILER'S SPINOFF OF "HOW TO WIN FRIENDS & INFLUENCE PEOPLE" : WINNING FRIENDS

1.    Don't criticize, condemn or complain. Never be rude or insulting.
2.    Give honest, sincere appreciation.
3.    Arouse in the other person an eager want. Remember to keep in touch with friends, and family, it will be appreciated.
4.    Become genuinely interested in other people.
5.    Smile when you see people you recognize. As you walk through the office, down the hallway, etc., you may realize that it's a natural reaction to look at something else or do something with your hands rather than acknowledge a new acquaintance. Try your best to look in their direction and give them a warm smile to let them know you care.
6.    Be a good listener. Encourage others to talk about themselves.
7.    Talk in terms of the other person's interest.
8.    Make the other person feel important - and do so sincerely.
9.    The only way to get the best of an argument is to avoid it.

Brett Siler's What Is Networking

A network provides a path, a way of getting from point A to point B in the shortest possible time over the least distance. It's finding whom you need to get what you need in any given situation and then helping others do the same. Networking is about connecting points A to Z without having to go through C, D, E...W, X Y. In a network, the interconnecting links can be lateral, vertical, or diagonal. Each link is no more or no less important than another. The structure is designed to minimize the distance between any one point and another. Each part will reinforce the other. You need to be open-minded and closed-minded in order to reap the benefits of building a geodesic network.

Brett Siler's Benefits Based Selling

What Is Benefits Based Selling And Why Is It Necessary?
Communicating how your product or service will improve your customer's business or life. Always results in higher closing percentage. 

Common Mistakes 

• Assuming the benefit is obvious and doesn't need to be spelled out for the prospect 
• Selling the WHAT or HOW (facts), not the WHY (benefits)

Two Keys To Success

1. Ask yourself "What difference could this benefit make for this customer?" 
2. Show WHY the solution benefits what's most important to them

Brett Siler's Needs Analysis

What Is Needs Analysis?
The process of using questions until you know exactly why a future customer will buy.

Why Is It Necessary?

• To qualify a future customer
• To understand the business reason they will buy from you

Common Mistakes

• Asking too many 1st level questions
• Skipping question levels
• Closing too soon

Three Keys To Success

1. Use all three types of questions to build the hot button
2. Keep 1st level questions short
3. Use open-ended questions to find needs; close-ended questions to confirm needs

How Do You Handle The Needs Analysis?

• Familiarize (1st level)
• Find Needs (open-ended)
• Confirm Needs (close-ended) 

Brett Siler's Staying Motivated

How do you stay motivated?

Don't quit when things get hard. Use the hard times as motivation for you to keep trying. The only time you should quit is when things are good, not when things are bad. Seeing results will not ever happen right away, these things always take time. When you are about to give up just remember it can always get worse and revert back to training or a fellow coworker for advice. You have to commit to what it is that you want 100%. If you don't commit to things in life you will never be successful and advance in the work that you do. 

Brett Siler's Positive Attitude

What Is A Positive Attitude?

The belief that one can increase achievement through optimistic thought processes

Why Is A Positive Attitude Necessary?

• You transfer emotion to others 
• Makes the job way more fun
• Positive people are more successful

Common Mistakes

• Negative self-talk
• Bad habits
• Acting on negative feelings

Three Keys To Success

1. Choose positive self-talk daily
2. Replace bad habits with a good habit 
3. Change your physiology

How Do You Cultivate A Positive Attitude Every Day?

Choose Positive Self-Talk

• Every no gets me closer to a yes
• It's like me to hit my goals
• I finish strong 
• I will act now
• If it's going to be, it's up to me!

Replace Bad Habits

• I will follow-up with every referral 
• I will ask for referrals on every call
• I will take great notes!

Change Your Physiology

• Laugh out loud for no reason 
• Smile every hour on the hour
• Rub your hands together fast
• Take three deep breaths 
• Shout an exuberant "Yes!"

Brett Siler's Creating A New Habit

In life and in business we all have a certain routine that create habits. Especially in a work environment  having everyday habits and routines are vital to the way we operate a successful business. However, sometimes those habits create a change in the way we work. Daily habits are good to have as long as they are not taking you away from the main focus of your overall goal. You have to have personal discipline when it comes to breaking those habits, it's all part of professional discipline. Do not be afraid to take advice and try something new because sometimes a little change to your normal work routine can be the difference between having a successful or unsuccessful day. Remember short term change will always equal short term results. If you change something for a few days you can not expect it to continuously work unless you keep it up everyday. In business,  it takes 21 days to see the success in a new habit, so before you give up make sure you go the distance to see if the habit is worth the change. 

Brett Siler's Anchoring the Sale

What Is Anchoring The Sale?
Using tie down questions to move the customer into the strongest close possible.

Why Is It Necessary?

• Ensures the customer is certain about signing
• It reduces cancellation rate
• Gets a customer excited about signing

Common Mistakes

• Closing too fast
• Not asking the right questions 
• Failing to solidify the sale after they sign

Three Keys To Success

1. Ask the right tie-down questions
2. Actively listen to your customer
3. Spotlight the primary and secondary benefit

Anchoring The Sale Through Questioning

• Compare services
• Spotlight Primary and Secondary benefits
• Ask 3 tie-down questions
• Close the sale!
• Solidify the sale

The Fast Track To Ownership

The Fast Track To Ownership

Always have a winning attitude 24/7 

• Be prepared for anything throughout the day and keep a positive attitude when things are not always going right.
• Its ok to question yourself, always be solution oriented and not problem conscience 
• Teach your mind to find solutions and not focus on the problems

Consistency 

• Know your product knowledge
• Demonstrate a system over and over again
• Always be consistent with a positive attitude, it determines everything

Teaching The System

• Teaching equals knowing, therefore if you know the system well enough you should be able to teach it to your team 

Atmosphere

• Always being productive
• Take notes during meetings and one on ones 
• Be sure to have a purpose and set goals for yourself that you want to reach and be sure to follow them through to the end

Go The Extra Mile

• Do what other people are not doing to get ahead
• Take the extra step to help yourself and others get ahead, be the leader to those who might need the extra help 

Bret Siler's Keys To Keeping Clear Communication

Clearing up chaotic communication in your business is never easy. Whether you are starting over with a new team or trying to clear up cloudy communication between an existing team, there are four basic areas you need to be clear on: 

The vision and values of the team. Every team needs to have a mission statement that the entire team wants to achieve. There needs to be smaller goals set for each team member as to how they are going to help the team achieve the mission they have set. The leader needs to have a blueprint of the teams mission and goals and it needs to be communicated daily as well as updated and changed when any one person has reached their goal or the goal as a team has been met.
The chain of command. Each team needs to have a chain of command to know who is responsible for what exactly in the business. If other team members have questions they might not know exactly who to ask unless there is a proper chain of command in order. When you receive new projects as a leader you need to delegate who is in charge of what task so if any questions or problems arise your team will know exactly who is handling that part of the project.
Organizational charts. Organizational charts play a key role in clear communication. It will help your team members know exactly where they fit on the current project and help them to know where they need to go in the business for help, resources, permissions, clearances, complaints, and grievances. It will help explain the task at hand when you have new team members come aboard and will help lessen the confusion as to who does what. Charts need to be simple and flexible.
Job descriptions/ position descriptions. There are a million ways to write a job description from very detailed to simple. I have found the simpler you keep it the less confusion and questions one might have about exactly what they should be doing. Job descriptions need to include but are not limited to three basic aspects. (1) Primary responsibilities in the business, (2) key activities and tasks performed to fulfill those responsibilities, (3) reporting structure. With clear job descriptions there is no confusion between the leader and the team member as to what that person is suppose to be doing.

Brett Siler's Isolating Objectives

What Is Isolating Concerns?
The process in which a sales rep sets multiple concerns apart from each other.

Why Is This Necessary?

• Helps you to overcome the real concern
• To deal with issues and concerns head on
• Allows you to move the sales conversation forward

Common Mistakes

• Responding to your customer without following these steps
• Not listening to the customers answer
• Trying to move forward in the sale when the customer's concerns have not been handled

Three Keys To Success

1. Be an active listener to your customer
2. Address one concern at a time to not further puzzle your customer
3. Use tie-down questions to transition to presentation and close of your answers

How Do You Isolate Concerns?

When speaking with your customer about their concerns you need to first confirm what you heard. Always ask and clarify to be sure that you and your customer are on the same page.  Tie down any lose ends in their concerns that you may be unsure about so when you answer them you can give your customer the best possible answer. 

Brett Siler's The Five Levels of Leadership

"Why People Follow Other People"

Position "Results"

 People follow other people because they have to not because they want to. The influence you have on others will not expand beyond the means of your job description. The longer you remain, the higher the possible turn over and lower the morale. Others may start to limit you and block you. You can not stay here more than two years.

Permission "Relationships"

People follow because they want to. People will follow you beyond your authority, this allows your work environment to be fun and active. Caution: Remaining on this level can create people to become restless and unmotivated.

Production "Results"

People will follow you because of the results you have received for the business. This is where success is sensed by the majority of people. They like you and the admire the way you run the business. Problems tend to be fixed with very little effort at this point because of momentum. (Don't let the momentum stop!)

People Development "Reproduction"

People follow you because of the way you have personally touched their lives. This is where long term growth occurs. Your commitment to developing and guiding leaders will ensure ongoing growth to the business and to the people. Strive to do the best you can do to stay on this level.

Person-hood "Respect"

People follow you because of who you are and what you represent. Reserved for true leaders this step is spent years growing people and businesses. Very few succeed and those who do succeed are bigger than life!

Brett Siler's How To Actively Listen

What Is Active Listening?
Focusing entirely on what the customer is saying. You confirm understanding of both the content and the emotions underlying the message to ensure you understand everything accurately. 

Why Is It Necessary?

• Helps you identify a win-win with the customer
• Your customer will feel heard and understood which builds CPR (Creating Personal Relationships) 
• Ensures you present the right solution based on the customers specific needs

Common Mistakes

• Being distracted
• Waiting for your turn to talk
• Focusing on the sale and not the person

Three Keys To Success

1. Listen twice as much as you speak
2. Seek to understand your customer before your customer understands you
3. Ask questions to help you better understand the wants and needs of your customer

How Do You Actively Listen?

• Put your discussion with your customer into broad statements "If I understand you correctly, your three decision factors are:"
• Nod your head and say things like "uh-huh, I understand, I see what you mean"
• Restate the message with fewer words. Paraphrase to get more to the point
• Bring vague information into clearer focus and restate what you think you heard to make sure things are clear between you and the customer 

Brett Siler's Assumptive Closing

What is an Assumptive Close?
A logical step-by-step process that assumes the customer is buying.

Why Is This Necessary?

• To help the prospect make a smart decision
• It's the next logical step in the conversation
• The customer rarely says "sign me up"

Common Mistakes

• Failing to pull out the service agreement
• Failing to take control of the conversation
• Waiting for a customer to say "I'd like to buy this" or "Sign me up"

Three Keys To Success

1. When you ask a question, look down at the Agreement with a pen in hand
2. Don't leave until you get three No's 
3. If you receive a "no" anywhere in the close, present a NEW fact, benefit, implication

What Are The Steps To Close A Customer?

1. Explain the way you do business and why everyone loves it
2. Conduct the credit check
3. Get the service agreement details and make sure to read through the agreement and ask all necessary questions
4. Review the service agreement with your customer and go over any questions they may have 
5. Get the customers signature on the service agreement and all necessary documents
6. Solidify the sale

Brett Siler's Difference Between a Lead and a Referral

A lead is simply a name and number. A referral is personal information or a personal introduction made on your behalf by phone or email. 


Why Are Referrals Necessary?

• Closing percentage is much higher
• Shortens the sale cycle
• Makes your job easier

Common Mistakes

• Not asking at all
• Asking for referrals after a HARD NO
• Getting a warm lead and calling it a referral

Three Keys To Success

1. Asking people who say yes or no for referrals
2. Ask everyone (friends, family, prospects) everywhere (lunch spots, in lines)
3. Ask three questions to get one referral

Three Question Rule

1. How long have you been in business? 
2. Who do you respect most in the community?
3. How do you know them?

1. Do you know your neighbors?
2. Do you know the owner?
3. Great, what is their name?

Ask for the Introduction

• Once you get a name/number, ask "Do you have time to call them right now and introduce me?"

Brett Siler's Creating Personal Relationships (CPR)

What Is CPR??

  Creating Personal Relationships is the act of building rapport with your customer within the first 30 seconds of meeting them.

Why Is CPR Necessary?

• First step in developing trust with your customer
• Helps to shift you from "salesperson and customer" to "peer to peer"
• You elicit referrals and more business

Common Mistakes

• Poor eye contact with your customer
• Interrupting your customer while they are speaking
• Elaborating to much

Three Keys to Success

• Connect with your customer on a personal level
• Show an interest in who your customer is 
• Listen to what your customer is saying while they are speaking

How Do You Create Personal Relationships?

Body Language

• Make eye contact
• SMILE
• Always dress to success
• Be prepared

Get Personal

• Share a personal story 
• Ask about F.O.R.D. (Family, Occupation, Recreation, and Dreams)

Pay Attention!

• Notice things about your customer
• Do not Judge!

Brett Siler's 4 P's of Success

                        4 P's of Success

• Planning

Start your week off on a Sunday."Most people plan to succeed but fail to plan."

• Preparation

Organize your day before it begins. Make sure you have the tools you need all the way down to something as simple as a pen. "Preparation for me starts with the way I dress, if you look good if you feel good, and if you feel good you perform at high levels. Always polish those shoes and have a nice pressed suit."  

• Practice

"I understand this concept from my sports background to run an effective play you must  practice it over, over, and over again. Always continue to sharpen your saw."

• Performance 

"Take pride in what you do, strive to be the best in your industry, set high goals hold yourself accountable."

  Write down the task or the goal that you are trying to achieve. Include initiatives that you need to meet and if you are doing it with a team make sure to know what each team member is wanting to accomplish.