So you're wondering how to get more sales. I brought in a trainer today.
Tiffany Peterson at Live On Purpose TV.
What does a psychologist know about how to get more sales? Actually quite a bit
because you know what, sales is more about psychology than people realize
but Tiffany Peterson is an expert in how to get more sales meaning, a student
who's still learning the process but you've got a whole lot of experience
with this and you do a lot of speaking and training in this area so I want to
defer to you as the expert and acknowledge that this has a whole lot to
do with psychology and understanding people which is why you get invited
to be here for this episode. - Well, thank you for having me. - Yeah, what can you tell
us about how to get more sales? - So simply put, right, you already touched on this
button.. Life is sales, sales or simply relationships and so when you think
about selling and no matter what any of you do in this life, no matter whether
you are a schoolteacher or you are in technology or you are a psychologist is
that how much is relationship influential to your business, right? Think
about your life practice. Does that have anything to do with the relationship?
Yeah, everything, right? So all of us are in the relationship
business, right. Whether you're again a realtor, a mortgage broker, you are a
stay-at-home mom with a side business, whatever you're into, life has that
influence, right. And so it's just simply becoming a little more comfortable and
confident with growing your influence, growing your ability to help people take
more action, right? Because when I think about what is an actual sale, a sale is
an exchange of value and so when you're saying hey, in exchange of value for your
time to come meet with you or to read your book, is there an exchange of that
value? Usually monetarily but there's ways we obviously trade that out but
sales and how to be better at sales then is if we're all in the relationship
business that I think it's looking at. There's two key things that I regularly
teach to sum it up simply of what helps someone help be better
at sales. Number one is the awareness to this piece that I'm in the relationship
business and therefore you study what is it that help relationships thrive.
It's how do I have better relationships. What are the core common needs? If you're
in the relationship business which you are then you study human beings and you
say what is it that a human being needs because when you're making a sell, you're
fulfilling a need and beginning of saying I'm going to help
increase my sales or increase my influence whether it's with your
children, right. I mean getting your kids to go to bed on time as a sales process,
right, or eat their vegetables, right? Getting someone to listen to you,
to buy from you, sales process, getting elected is a sales process, dating
and marriage is a sales process, right? So trust me, I know that. You know, it's just
this awareness so it's understanding studying then what is it that humans
need and humans have similar core needs, they have the need to feel seen to feel
valued, to feel respected. A critical need of all humans is to feel heard. Feeling
heard, I like to say is feeling is like oxygen to any relationship. Now that
doesn't mean you'll always agree, right. Maybe it's a spouse, maybe it's a broker
you work with, maybe it's someone politically or you go to church with
or that your neighbors with that you're going to have differences. That's part of
human beings but if you can create the intention and then work on the skill to
hold safe space, isn't about we always agree but you want to create more
influence with any human or any group it's that if humans with you feel heard,
they feel safe, they feel valued so when you study again, no matter what your
business is or what your influence you want it to be is are you cultivating
that skill where you're nourishing your relationships, where other people I like
to say, the question is, the million-dollar question is, how often
do other people feel important, seeing valued, respected, heard in my
presence? How often do other people feel important to me?
Do they feel seen? Do they feel validated? And so it's becoming more
intentional. I love to say this and I have a lot of trainings in a lot of
places called nourish your network, right, is how you show up in your
relationships and that you nourish them, you take time to connect and that might
be over tea or lunch, you might send handwritten notes or thank-you gifts.
Listening and being present though that don't cost a thing is what humans crave
the most, is I just want to feel heard and seen because yes, are there
certain clients that I send out high-level gifts to my VIP clients? For
sure or send handwritten notes in the mail or to my affiliate partners, they
get little gifts or things and so forth is I love, I do love to do that but what
humans crave more I believe than anything else are those basics we've
just listed so it's becoming more intentional to say, am I nourishing my
relationships? Am I creating greater connection? In my full sales training,
there's a statement that I make there a formula that says, connection equals
clients equals cash and so when you think about I want more clients or more
revenue, if that was indeed your goal, then you focus on I want to have richer
connection but even if you're not saying I want an outcome of a sales boost or a
rank advancement or an increase of my business, you're likely as a human thing
I would like Richard deeper connections, right? And to show up intentionally
to say I want to add value to every space I enter, that's one of my own
personal mantras is I add value wherever I go whether I'm paid or not. I've been
thinking that thought for seven years now and then I turned it into a little
document called the creator's oath, it's on my website but it says that line is I
had value wherever I go whether I'm paid or not and to everyone saying, I'm going to
be a VC. Now that doesn't necessarily mean a venture capitalist, it could but
all of us can choose into being what I call a value creative
and I know that can sound kind of cheesy and cutesy but truly in all
sincerity, Tony Robbins made this point once many years back, I read this in one
of his training so that dollars follow value and so when you're saying in this
life, I want more relationship or I want more influence or I want more income,
how do I add more value? - This is huge and in fact, okay, so we started
with this premise how do I get more sales, right? That's the question, that's
the title of the video. You're saying, wait a minute,
there's something more fundamental, there is something that drives that, there's
something that's behind all of the sales and when we can shift our focus from
really honestly, when we usually say we want more sales, what are we really
looking for? - More money. - More money, right. You're coming from a
place of scarcity and fear. I need more money or I won't be able to pay the
rent or whatever and there's different reasons why people focus on the money
that's why I want more sales so you're
saying wait a minute, what's behind the sales? - And I'm just saying that
mostly when we're saying I want to help someone buy more for me, make a sell, make
more sales is you're saying I want to influence them but that again, if this skill
transfers to your children, you want to influence your children, you want to
influence your spouse, you want to influence politics, you want to influence
environment, whatever it may be is thinking about how do I increase my
ability to influence and your influence does create your income, right? And I'm
not saying influence meeting popularity, I am saying it could be that but I'm
saying your influence is my ability to influence you Paul has everything to do
with how I show up with you in the friendship and do you feel seen
by me, heard, valued, respected? Do I show up and do I ask you questions
occasionally? And say hey, tell me about your life, right. Is it a mutually that
type of thing, is that I wouldn't be here right now if I hadn't at some level
along the path with over the last few years created a connection with you
where you felt safe and you felt heard and you felt valued or it just
simply wouldn't be in the sea and so it's understanding.. - Vice versa because we
have because of that connection, you're willing to show up here with me
instead of just like well, who's Paul? - Right, because I value
our friendship. You're not paying me to be here and say, hey, would you take the
time out of your time to come and be with me and make this? Absolutely because
Paul shows up and adds value to me and to everyone
else. So it's just understanding of the fundamental level and this will also
I believe how many of you that have a fear of sells or a fear of selling come
back to the roots, is it's really just about service, adding more value. I want
to share one more thought on this and then we'll
in the second one if that's okay. A couple years back, I saw this video of
Oprah Winfrey who I just love her, she's one of my sheroes
and she was sharing, she was being interviewed, she's often the interviewer
and she was being interviewed about her path and her success and she went on to
share and talk about is she was saying, how did you create this path right? She
said, you know, if you don't know her story, she in the 70's was a news
reporter in Baltimore reporting the nightly news, she said, I didn't see my
own show, let alone her own magazine, now her own network you know, it's just like
her influence and how much service she's given in value but she
said, I didn't you know, she didn't have a vision board, right, which I have
one of those for my ideal life vision which I love, shout out to run web, right,
we love her but I think about this from the perspective as she was being asked
in this interview she said, everyday I got up and I would pray the same prayer
and that prayer was use me, God, use me. I don't know about you but that just
strikes a chord is the intention that what she's saying and whether you call
it prayer, you call intention, you say God, you say universe, is she was saying that
every day I was showing up intentionally to add value and to be of service to
other people and when you call to date a mindset like that, because none of us are
perfect at it but if we're committed not perfection but commitment to saying I'm
going to be committed to that kind of a mindset and that I'm going to use my time
and my abilities to influence for positive is that that's why I like to
say I show up and I add value wherever I go whether I'm paid or not, is I get paid
regularly sometimes directly from the person of the that's I'm offering value
to but many times have roundabout way of just I mean there's a karmic bank
account that what you're depositing comes values, there truly is to that
piece so we could again, we could be here, this is like a three day workshop, we're
going to try to put in a few minutes but that's number one, to be great in sales,
two things, number one is you become a conscious cultivator of relationship and
you show up to relationship to add value to see people,
to hear them, to acknowledge them, to affirm them, to help them just feel loved.
Everyone is walking around Mary Kay Ash of Mary Kay Cosmetics would say
everyone's walking around with the sign that says you know, basically love on me,
validate me, help me feel seen and valued and important. Every human you know has that need.
- That's what they value, that's what they want,
that's what they will exchange value for so instead
of how do I get more sales? Which is very selfish and scarcity minded, how do
I create more value? How do I touch more lives and have deeper richer
connections? - You get it. I mean, you live it but it's just
understanding what's at play there is to say okay, who can I bless today? Who can I
add value to today? Knowing that all humans because people do business with
those they know I can trust, that's sales 101. People that I mean yeah,
there's not new, you didn't just hear that for me for the very first time,
you've heard that at some point your life. - If you did, write it. If you
didn't ever hear that, people do business with like and trust
and that's basic fundamental of the sale is you're in the relationship business
and it has everything to do with how connected you feel and so knowing that,
it isn't always about do you have the cheapest price list, it's about what's the
value exchange and is there a relationship there, that's number one.
Number two to become fantastic in sales, to increase your conversion, to increase
your referral rate and so forth is you become heavily anchored in asking more
questions that you become question based in your sales process, that what you
would do just like if someone comes and meets with Dr. Paul and they have a
private session with him, he's doing diagnostic work, right. And I love to
think of it in any relationship or any sales capacity is diagnosed than
prescribed, that's a term I learned from Stephen Covey many many years ago.
Diagnosed and prescribed is showing up to say, hey, what are your needs? Where
are your health goals at? Where are you stuck? Where are you at with your business? What
do you love about your home or what's up for you with your clutter? No matter
whether whatever you do, whether you're product based or service based to become
more question oriented. So many years ago, I had the opportunity to work for
Franklin Covey and specifically represent the classic work Seven Habits
of Highly Effective People, right. Well habit number five in that work is
titled seek first to understand before you're understood because the
amateur person sells at you, they just come at you with products and services
and offers, like buy buy buy buy from me
versus the professional says teach me about you, who are you, what do
you need, what are your goals, what are your dreams, where are your fears, where
are you stuck, how long has it been an issue, what's up for you and your health,
what's up for you in your business and so forth and so it's really
transitioning that thought process into any area of your life whether it's with
your spouse, right, say you've been married for thirty years, it's still
saying and showing up with that spouse saying, how are you, love? And what's up
for you and what are you the most excited about in your life? What are you
the most stressed about? What are you learning? How can I best support you but
you come to relationship with questions, right? Same thing with parenting, same
thing with influencing your business in your sales is that we want to lead more
so with questions because again, one of the dominant needs that all humans have
that we've already touched on is the need to feel heard and so
the more that you're saying teach me about you, I'm gaining influence and
trust with you because then if I understand you and take the time to know
what your needs are and then I say, hey, thank you for sharing all of that, based
on what you've shared, I have two options of ways I can support people. - Then you
know what to offer.- Yes to even know if the offers relevant, right. And then
from there to say here's some things that might support you in getting your
needs met but that's really what sales is is you're helping people get their
needs met. - That's the only reason they buy anyway. - Right, I mean that's the basic
necessity. We're going to buy out of pain or pleasure, people are always purchasing or
driving that behavior of taking action emotionally and then they decide
logically but it's because it's fulfilling something right and so it's
leading with questions and being more question based. I love to say ask more
and talk less, right. In all your relationships, is that you want to learn
more and create that safe space bringing psychology back into that, right, is again
that you might say hey, I am just pulling this out from them and I'm wanted them
to learn to hear from themselves, what it is it's up for them but I think the most
powerful voice you hear is your own so if it comes from their mouth its gossip,
if it comes from my mouth and I just say, hey, you should buy, you should change
your shoes.. It's a sales pitch. Versus I'm going to serve you, teach me
about you and you ask more questions, those are my top two things as well as I
just think the core essentials to thriving in sales is one, we're all in
the people business and it's understanding that as humans we have
these needs and that you consciously and intentionally, you nourish your
relationships, right, you choose to show up in a relationship to add more value,
to seek to be of service to other people that you show up with that intention,
it's powerful then you add the skillset of asking better questions whether in
your mentoring calls, in your presentations, in your parenting, in any
relationship is that you lead with questions and you let that be what helps
you connect, right, is key to growing your business or growing your influence in
any area. - So there's a 2-day sales training in about about 15 minutes. - There you go,
2 days of sales training. - Awesome. I think you're going to find that helpful. I know I did. - Thank
you for having me. - Thank you. - I don't know if that's what you expected, it's really
about connecting with people and you have a chance to do that right now as
you share this episode. I'll see you tomorrow.