The Best are never Satisfied


Like great artists and athletes, all the top performers know they cannot stand still for long. They always look for ways to improve. They really don’ think they’ll ever be satisfied. Once you think you’re where you want to be, you’re not there any more. The greatest challenge you have as you become successful is never to rest on your laurels, never to feel like you’ve done it. The minute you feel like you’ve done it that’s the beginning of the end.

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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Setting the Example


One of the best ways to get people to achieve excellence is to inspire them through your own example. No matter how much you talk or what you do, if you aren’t stretching and growing, if you aren’t giving until it hurts, forget about asking them to do so.

Most Olympic athletes got to where they are because they were inspired by an Olympic athlete who preceded them. Few of us, if any, have the capacity to be self-inspired. We need another person to help light the flame. You are their role model. How your people perform will always reflect to some degree the behavior and ideals you live out day-to-day basis.

Virtually everything you do in some way implies a standard to your people—the way you dress, the way you interact with peers and superiors, whether or not you start your meetings on time, the quality of your work. It is a good idea to do a quick check on yourself from time to time to see if you are performing the way you want your people to perform.

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.

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