Listening


Listening to the other’s point of view starts during pre-selling. Don’t switch off when you’re through talking, Listen. Understand. If you don’t understand, ask questions until you do. Then you can do a better selling job because you know more than you did when you started.

Listening is one of the best times to pick up sales points and disagreement between otherwise agreeable allies. Listen to the words and to the tone. You will be able to tell who is leading whom. You can’t learn without listening, and the more you know, the better your chance of obtaining your goal.

Don’t let your mind wander or focus on objections, and don’t spend your pre-selling time trying to develop responses instead of concentrating on what has been said.

Listen, listen, listen. There is no substitute for listening, especially during the pre-sell period

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.

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Get them Pregnant!


When a company expresses genuine interest in your idea, product, or concept, start to get them a little bit pregnant. Collect—aggressively solicit—their opinions on the deal and allow these to shape your idea. “We were wondering such-and-such:” “Would it be better to emphasize this or that?”; We’d like to know your feelings on the following.”

It is better to solicit this kind of information in a letter, which requires more thought to answer. For the same reason it is also better to avoid questions that can be answered yes or no.

There is nothing easier than selling someone his or her “own” idea, which is what this becomes.

If you can get enough answers on the details, people will commit themselves to the larger deal long before they are actually aware of it.

Similarly, you should determine mutually agreeable objectives beforehand which can be precisely defined and clearly stated. Any proposal, concept, or idea which directly responds to those objectives is halfway to being sold.

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

Should Firms “Fire” their Customers?


A logical conclusion to be drawn is that firms should somehow get rid of those customers who are not right for the company. More and more companies are making these types of decisions based on the belief that troublesome customers are usually less profitable and less loyal, and that it may be counter productive to attempt to retain their business. Another reason for firing a customer is the negative effect that these customers can have on employee quality of life and morale.

 Although it may sound like a good idea, ‘firing’ customers is not that simple and needs to be done in a way that avoids negative publicity or negative word of mouth. Sometimes raising prices or changing for services that previously had been given away for free can move unprofitable customers out of the company. Helping a client find a new supplier who can better meet its needs is another way to gracefully exit a nonproductive relationship. If the customer has become too demanding, negotiating expectations or finding more efficient ways to serve the client can also salvage the relationship. If not, both parties may find an agreeable way to end the relationship.

 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