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 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 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 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. 

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 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. 

Brett Siler - Words of Advice

Rest and Relaxation 2012: Company Wide Event

This is for all managers, assistant managers, consultants, and administrative team throughout the company. Definitely something to look forward to!

  

2011 - Brett Siler / R&R

2011 - Brett Siler /R&R

2011 - Brett Siler / R&R 

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.

5 Steps To a Conversation: "The Brett Siler Basics of Business”

Brett Siler

Introduction: The 3 Non Verbals

                     S.E.E. Principles

                                  Smile: Mirror Effect
                                  Eye Contact: Establishes Trust                                  Excitement: Excitement is Contagious

                     Ice Breaker

                                  Relax the Person and Yourself
                                  Keep It Short and Simple -(Use Humor)
                                  Who, What and Why -(Keep It to 10-15 Seconds)
                                  Ask Yes/Yes Questions
                                  Possession is 9/10 of the Law
                                  Show the Value/Stress the Deal
                                  Help Them See that the Product will Work for Them

Short Story: -K.I.S.S IT

                       K.I.S.S. Principal

                       Qualify Yourself

                       Qualify Them

Presentation: -Meat and Potatoes

                      Put the Product in their Hands

                      Use the Circle Method

People Remember the First and Last Thing They are Told

                     Paint the Picture

Close: -ABC (Always Be Closing)

                        With Confidence

Listen and Watch for Buying Signs, Then Stop, Answer, and Close

Use your Jones Effect with Fingerprints and Others That Have Helped Out

                                    Assume The Sale

Rehash: -PUBS

                         Double Your Cash

Pitch Multiples (2,4,6,) Go for the Gusto

Use Examples (Gifts, B-Days, Toys 4 Tots, Fire Houses, etc.)

Be Direct (Takes 30 Seconds, Cash, Check, or Charge!!)

Stress the Deal (Suggested Retail for X  Amt…Today Half Price)

Brett Siler's Leadership

TRUE SUCCESS - PERSONAL GREATNESS - SHOULD NOT BE DEFINED BY THE FINAL SCORE OR BOTTOM LINE

Reconition of this key truth - a central tenet of my philosophy - is essential to authentic leadership: Dont allow others, including your competitors, to define you or your organzation.  Instead, define yourself and those you lead by the qualities and characteristics of your vision, and its definition of Competitive Greatness and Success

-John Wooden



Business Owner Brett Siler “Gives Back” by Making Personal Donations to Operation Smile Brett Siler, a successful business owner, gives back to his community by donating to national charities.

Brett Siler by Making Personal Donations to Operation Smile  

PRLog (Press Release) - Sep 09, 2010 - 
[Los Angeles, CA] (September 9, 2010) – Brett Siler, a business owner and business consultant, plans to make monetary donations to Operation Smile.  

By making these donations, Brett Siler will help Operation Smile fulfill their various goals, which include providing free surgeries for children born with cleft lip or cleft palate.  At Operation Smile, donations will pay for a surgery that will change a child’s life forever.  Each of these simple surgeries will allow them to gain the confidence they need to grow and mature into an adult.    

“When I heard about Operation Smile I could not wait to get involved.  I am blown away by how many people have put aside their economic problems and focused on helping these children have a better life,” says Brett Siler.

Brett Siler has owned several businesses and been a part of different sales and marketing industries since 2001.  He started his career in the field of sales and marketing.  Siler later decided to become an entrepreneur in 2003 and opened up his first business.  Since 2003 Siler has owned companies focused in the industry of sales and marketing.  He works with companies to provide them with a sales force that increase the customer base and market share.  He has proven to be a top performer in his industry. His experience in directing business to business sales teams, residential sales teams as well as retail vendor sales teams prepared him for entrepreneurship.

Because of the success that Siler has experienced over the last ten years, he has decided to give back to the community by getting involved with charities.   In addition to Operation Smile, Siler has future plans to get involved with several different charities and organizations.  

“At this point in my life I have experienced a lot of success and I have also had my fair share of failures.  The mistakes I have made in the past have allowed me to grow into the business owner I am today.  If it hadn’t been for the support of others giving to me when they really didn’t have to, I wouldn’t have made it to where I am today.  This life lesson is one of the reasons I feel so passionate about getting involved in with the community.  It makes me feel good to know I can help others in a time of need,” says Siler.

Siler is currently working with and consulting several different businesses in his industry and plans to get them involved with additional organizations and charities.  Siler has future plans which include expanding his business into several additional states.  He plans on influencing his business partners to contribute to the community as well. As his business grows his goals include increasing his involvement with foundations and charities such as Operation Smile.   

To find out more about how you can help, please visit: http://www.operationsmile.org/


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