Sales Secrets


  • You have to be honest;
  • When making a proposal to somebody, put yourself in the shoes of that person;
  • You’ve got to know your business. Constantly increase your knowledge;
  • You must work. If you have all the knowledge in the world and are the most honest person, if you’re going to stay home, can you make any business?
  • Never, ever get discouraged and disappointed. No matter what business you’re in will have ups and down. Don’t think this is the end of the world.

As Fortune magazine puts it, “Of all the big time insurance salesman, Mehdi Fakharzadeh must surely qualify as the most improbable. For although he has lived half his life in the US, he continues to struggle with English language. Yet Mehdi has achieved fantastic success—because of his honesty and his extraordinary instinct for serving clients personally.

My Consultancy–Asif J. Mir - Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

Defeating Fear with Preparation


Preparation helps defeat fear. Winning prizefighters prepare for a bout by selecting a sparring partner who has a boxing style similar to their opponent.

A football coach helps defeat fear and builds team confidence through exhaustive preparation. Films of the other opposing team in action are reviewed, “special” plays are practiced over and over again, and restrictions are placed on players’ activities all because, in an even contest, confidence is the deciding factor and confidence comes from preparation.

People are afraid of selling more than any other occupation. And again, preparation is a key to overcoming the near paralysis people have in making a sales presentation. People fear looking stupid, hearing the prospect say “No,” being embarrassed, forgetting what they want to say about the product, asking for the order, and not making the sale.

The only way to gain the high level confidence needed to sell successfully is preparation. And preparation is knowledge—knowledge of what you sell, knowledge of how your product will help the prospect or client, and knowledge of the person you’re selling.

Know your product or service. Know exactly what it can do for the prospect. Be so well prepared you can answer any question that comes up. Know construction, desirability and guarantees. Know the limitations, when not to use the product.

Know how your product or service will help your prospect. Your customer is the law of self-interest in action. As a salesman makes a presentation, the customer is asking, “How does this relate to my problem? How would it benefit me?”

The third confidence builder is knowledge of the prospect. You don’t sell to machines, you sell only to people. Just as you feel confident and have no fear when you’re around people you know well, you’ll have confidence around prospects when you know more about their personal interests, personality, personal responsibilities, or responsibilities, and family.

To act confidently in a sales situation, prepare yourself with knowledge of what you sell, how it will benefit he prospect, and who the prospect is. But more than knowledge, practice is required to gain confidence needed in selling. Practice your presentation with people who act the role of a customer. Practice before a mirror, or better yet, film yourself on a video camera. Watch your mannerisms, list to your voice, and observe your expressions.

You’ll destroy fear and build confidence in selling through preparation. In any activity, confidence comes in direct proportion to preparation.

My Consultancy–Asif J. Mir - Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Line of Sight

Why I wouldn’t buy from me


Part of knowing your product is knowing all the reasons someone might not want to buy it. Anticipate the reasons. State them clearly in your mind, spell them out on paper if necessary—and have an answer ready for each of them.

 

A good portion of almost any sales effort is spent overcoming objections. Don’t try to convince a buyer that his objections aren’t valid. Concentrate instead on altering his frame of reference.

 

In anticipating and overcoming objections a salesman has to practice a kind of theory of relativity. He has to ask himself, “Compared to what?” Think about a major purchase you have made—buying a house, for instance—and the mental gyrations you went through to get there. At some point you were making comparisons. Compared to another house that interested you, but in a slightly less desirable neighborhood, it seemed expensive. Compared to what you could have bought it for ten years ago, it seemed outrageous. But compared to its resale value, compared to what someone else might have been ready to offer, compared to what you deserve, you were able to justify the price.

 

In licensing the name of an athlete, I know the two objections we are most likely to encounter are the price—the size of the guarantees—and the athlete’s lack of availability to the licensors.

 

By helping the buyer see a different frame of reference, by altering his perceptions, we are able to finalize a licensee deal that has resulted in the company’s most successful line of apparel and in several million dollars of income to our client.

 

My Consultancy–Asif J. Mir - Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Line of Sight

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