Direct Sales Calls


  • Do sufficient research to identify potential customers who appear to need your product. This means pulling together names, addresses, and telephone numbers of companies in your market area that use the types of products you are trying to sell. Calling on companies that do not use your products only wastes time, energy, and money.
  • Get the name, address, and telephone number of the specific individual responsible for purchasing the  types of products you are selling. It won’t do much good to talk to the marketing manager if you’re trying to sell computer programs, or the general manager if you’re selling machine tools.
  • Know your sales pitch before calling. No one has time to chit-chat about superfluous subjects. No one cares about how you feel, nor do they care to tell you how they feel. One sentence describing your product and why the listener should buy it is all you’ve time for. If you continue beyond one sentence, either you’ll be thrown out or you’ll lose the interest of your  potential customer. When buyers want to hear more, they ask questions. If there are no questions, there’s no interest.
  • Don’t attempt to close an order at the first contact—either by phone or in person. If the person is interested, ask what would be convenient time and place for you to return and elaborate on your product offering, including prices, delivery schedules, and quality guarantees.
  • Focus on the benefits to be gained from using your product, not on its price. Explanations of product pricing and delivery options should wait for second contact. If you’re forced to the wall, try to keep your description of your pricing structure general.
  • Follow up all potential leads with another call, a letter, or a sample of your product. The scret to building a first-stage business base through direct sales is to continually follow up with any potential customer that seems the least bit interested in your product.

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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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.

Great Advertising Precedes Great Research


It’s not difficult to turn up a marketing pro who will tell you that the three most important things to do to market anything successfully are to test, test, and test. That is a pretty good advice. But it is unrealistic for those with resource poverty, who cannot shell out big bucks for sophisticated research.

The big secret is that you need not shell out any money to learn about your market. If you know what to look for and where to find it, you can obtain critical information for nary a cent. Here below are some of the things you might want to find out:

  • What should you market – your goods, your services, or both?
  • Should your marketing feature some sort of price advantage?
  • Should you emphasize yourself, your quality offerings, your selection, your service, or merely the existence of your business?
  • Should you take on your competition or ignore all competitors?
  • Exactly who are your competitors?
  • Who are your best prospects?
  • What income groups do they represent?
  • What motivates them to buy?
  • Where do the live?
  • What do they read or watch or listen to in the way of media?

The right answers to these questions can prove invaluable to a marketing effort. The wrong answers, or no answers, can prove disastrous. Do what you must to get the right answers. In most cases, great advertising is preceded by great research.

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.

 

The Ideal Customer


Before you begin to pick up phone, or write a letter, the starting point is to target the ideal customers, or ideal potential customers.

One of the best places to start in finding your ideal customer is with your existing customers. List down those 10 to 30 customers who are current, active and successful. Think about what kind of company, organization or individuals that they are.

If you sell to businesses consider the size, nature and location of the company. Whereabouts are they based geographically? What kind of business are they in? What are their size, turnover and other factors that may influence their suitability?

What sort of attitude must they have towards your products or services? What facts would you need to check for to make them a suitable prospect? Who would it be best to contact within that organization? Is there anybody else that you could also contact who may be easier to get through to on an initial call?

If you sell to individuals or consumers, you may want to consider what time of day is best to catch your potential prospects in, what are their ages, hobbies, background, social status, and income etc?

The importance of carefully targeting ideal customers twofold. The first is that we make greater use of our time; by not wasting time with people or companies who can’t or won’t buy, we can increase our chances that our time spent prospecting will pay off.

We can also protect ourselves from some of the rejection that may come with telephoning for appointments. It is no secret that when you are prospecting by telephone, you are going to get a lot more ‘nos’ than you might do when you are seeing people face-to-face.

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.

 

Power


Power is what everyone wants and no one seems to have enough of. The desire for power is inherent in our very nature and fundamental to our survival.

Nowhere is the pursuit of power more evident than in today’s workplace. Managers are constantly striving to increase their arsenal of power, which is how it should be. Some may use power for selfish gain; others may use it to benefit the company. Regardless of how managers use power, the fact remains that without it they are incapable of achieving anything of significance for themselves, other people, the company, or society at large.

Power operates under the same principle as love: the more one gives to others, the more one receives in return. Unfortunately, many managers assume that there is a limited supply of power.

Most people contribute only a small fraction of their full capabilities, simply because they don’t feel a sense of personal power. They are bound by a bureaucratic management system that does little to encourage initiative and high performance. Almost all the power within the organization rests with those at the very top. Powerless in their ability to achieve results, most people eventually lose interest and settle for mediocrity.

The secret of achieving success as a manager and as a company lies in learning how to release the hidden potential of people. It lies in helping workers on all levels, from floor sweeper to executive, experience a sense of their own power. There are no success limits for the managers who master this art. Likewise, the company that rewards managers for successfully employing this art dramatically increases its ability to achieve its objectives.

If you want to achieve ultimate power for yourself you must get out of your own way. Instead of focusing your energies on the acquisition of power for yourself, focus them on how you can empower the people who work for you. If you are successful in giving your people power, they will surely lift you on their shoulders to heights of power and success you never dreamed possible.

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.

Bases of Power


There are mainly five bases of power in organizations.

  • Legitimate power exists when one person believes that it is right for another to give orders or otherwise exercise authority.
  • Reward power is based on one person’s ability to administer desired outcomes to another and to remove those outcomes that are not desired.
  • Coercive power is based on a person’s ability to affect the punishment that another receives.
  • Referent power is derived from feelings of identity or oneness, that one person has with another, or from the desire for that identity.
  • Expert power is based on one person’s perception that another has needed knowledge, skills, or perspectives in a given area.

Although managers use all these bases of power, some are generally more effective than others, for instance, managers who rely on coercive power are likely to anger and alienate those they coerce. Such managers will encounter secret rebellion. Similarly, those who regularly “pull rank” demanding obedience simply because of their position in the hierarchy, may face resentment and begrudging acceptance.

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.

Sole Proprietorships


Sole proprietorships, businesses owned and operated by one individual, are the most common form of business organization. Sole proprietorships are generally managed by their owners. Because of this simple management structure, the owner/manager can make decisions quickly. This is just one of many advantages of the sole proprietorship form of business.

Ease and Cost of Formation: Forming a sole proprietorship in relatively easy and inexpensive. In some countries, creating a sole proprietorship involves merely announcing the new business in the local newspaper. Other proprietorships, such as barber shops and restaurants, may require state and local licenses and permits because of the nature of the business. No lawyer is needed to create such enterprises, and the owner can usually take care of the required paperwork.

An entrepreneur starting a new sole proprietorship must find a suitable site from which to operate the business. Some sole proprietors look no farther than their garage or a spare bedroom that they can convert into a workshop or office. Computers, personal copiers, fax machines, and other high-tech gadgets have been a boon for home-based businesses, permitting them to interact quickly with customers, suppliers, and others. Many independent salespersons and contractors can perform their work using a notebook computer as they travel. E-mail and cell phones have made it possible for many proprietorships to develop in the service area.

Secrecy: Sole proprietorships make possible the greatest degree of secrecy. The proprietor, unlike the owners of a partnership or corporation, does not have to discuss publicly his or her operating plans, minimizing the possibility that competitors can obtain trade secrets. Financial reports need not be disclosed.

Distribution and Use of Profits: All profits from a sole proprietorship belong exclusively to the owner. He or she does not have to share them with any partners or stockholders. The owner decides how to use the profits.

Flexibility and Control of the Business: The sole proprietor has complete control over the business and can make decisions on the spot without anyone else’s approval. This control allows the owner to respond quickly or competitive business conditions or to changes in the economy.

Government Regulation: Sole proprietorships have the most freedom from government regulation. Most government regulations apply only to businesses that a certain number of employees, and securities laws apply only to corporations that issue stock. Nonetheless, sole proprietors must ensure that they follow all laws that do apply to their business.

Taxation: Profits from the business are considered personal income to the sole proprietor and are taxed at individual tax rates. The owner pays one income tax.

Closing the Business: A sole proprietorship can be dissolved easily. No approval of co-owners or partners is necessary. The only legal condition is that all loans must be paid off.

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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