Why would a prospect choose you over your competitors?
If your answer is something along the lines of “My price is really lower!” or “My quality is really higher!” that’s not going to cut it. Why? Because everyone else in the market is saying the same thing! I’m not saying that price or quality doesn’t matter in building a strong brand. I’m just saying that you can’t create meaningful distinction in the market based on price or quality alone, unless you’re working at the extremes.
Now you may ask “Then how can I go about building a strong brand and creating a distinction in the market?” In this short video, I’m going to talk to you about FOUR different ways that you can use in order to build a celebrity brand and create meaningful differentiation with your competitors.
The FIRST way you can create distinction in the market is to have a specialty. Maybe...
Today I'm going to talk to you about the importance of being the first or being among the first to offer a product, a service or an idea to the market, and how this can actually help you build a strong brand and snatch a huge share of your market.
I have personally done this numerous times in the past. Some have been successful but some not.
For example, one time I introduced the idea of online courses to my community in my specialty, which is business coaching and personal branding, and after the initial resistance went away and people got familiar with the idea of online courses and how they can even be better than in-person courses in different aspects, I got tremendous results from that endeavor, because I had a huge headstart compared to my other competitors and people got to recognize me as the leader in this space, which gave me a lot of business.
Also, when you think of global platforms like the AGT, “America’s Got Talent” show, you...
The other day I was invited to be a guest speaker at a business meeting that one of my friends was hosting, and as I entered the room, I received a warm welcome which was really heartwarming.
There was this gentleman who rushed to meet me and shake my hands when I entered the room, and he said that he's been touched by my content and my journey in life and he regarded me as a role model, which was quite flattering. And then I reciprocated and I thanked him and I asked him “What do you do?” and he answered “I'm a coach. I do life coaching and business coaching”. This is the type of answer that I receive from so many business professionals at networking meetings. People come to me and say “I'm a coach, I do life coaching and business coaching.”
What’s wrong with that? Everything's wrong with that, because in a world where people need experts and specialists and in a world where business professionals need to invest on their personal brands...
It’s Dr Shahab Anari, co-author with Brian Tracy of the best-selling book “Ignite Your Life”. And today I am going to talk about the three-step process that you can use in your own business to sell your products and services very fast and efficiently.
Long years ago when I first started in my own business, I had created the best products possible for me at that time, and I was offering the best services that I could. But I was always struggling how I can present them to my audience. What is the proper way of convincing the audience to take action and actually buy from me?
And throughout the years I learned the three-step process that many sales professionals have been using successfully, which is called the PAS formula and not only that, my students and clients who are mainly in the professional services have been using this formula very efficiently and effectively in their businesses. So now let’s talk about the PAS formula in sales.
Many people come to me on a daily basis and they tell me: “Shahab, you’ve worked with more than 30 thousand people during the course of your career in seventeen, eighteen years and you have success in three different markets and industries. You’ve sold more than 20 million dollars of product and services. So what’s your formula for success? Can you summarize it in one or two minutes?
The answer is very simple because I call my formula” The 1, 2, 3 for Success”
WHAT IS THIS MAGIC FORMULA?
NUMBER ONE: You have to look at your past and this entails two MINI STEPS.
THE FIRST MINI STEP: You have to take control of your attitude. You have to take Control of how you respond to events that are outside yourself. How can you be proactive and responsive as opposed to reactive?
THE SECOND MINI STEP: How can you release the mental blocks that you’ve developed it over your lifetime?...
What does “W W W H” stand for? It’s “WHO, WHAT, WHY, HOW”.
Hi! It’s Dr. Shahab Anari, co-author with Brian Tracy of the best-selling book “Ignite your life” and today, I’m going to talk about the “W W W H” formula for selling low value items.
And this formula walks you and your prospects to a progression of phrases and sentences that help you convince and encourage your prospects to actually be persuaded and buy.
Let me give you an example. Let’s suppose that I’m selling my latest book “XYZ”. The way I use “WWWH” formula to sell my book is something like this:
Hi, my name is Dr Shahab Anari, co-author with Brian Tracy of best-selling book "Ignite your life”. That’s the first W, WHO.
“And today I’m offering you a free copy of my latest book XYZ”. That’s the second W, WHAT.
And why am I doing this? Because I love this book so much and so many people...
I’ve had lots of experience with people either at a party or at a networking event and I’ve asked them “So, what do you do?” and their answer was way confusing. They’ve started talking about what they do and sometimes they’ve gone on for 5-10 minutes, and at the end of the ten minutes, honestly I was more confused that before. They were either too bland or too generic. Mostly they were using their job title to describe themselves, or they were making things too complicated for me to understand. I bet you have had the same experience before.
So in this short video, I’m going to give you a five-step formula that you can learn in order to talk about what you do in a concise effective manner.
You know how so many professionals want to stand out from the crowd, gain the trust of their audience and becoming expert in their market?
Well, that’s where personal branding comes in.
One of my mentors says: Personal branding is the process of unearthing what makes you exceptional and communicating it in a systematic manner to your audience so that it will bring value to your audience and success to you. The reality is most people, when they think of themselves, they think of job titles. They, for example, say I am a real estate agent, I am a lawyer, I am an accountant, I am a coach and honestly, when you introduce yourself as a job title, it doesn’t help you to stand out from the crowd. It just makes you similar to all of the other competitors and peers out there that are doing similar work to you.
So how can we stand out from the crowd? How can we differentiate ourselves from the rest?
In my definition a personal brand is a unique promise of value. Think about...
A very common objection that shows up during the sales conversation is the price objection.
The prospect might tell you "This is too expensive, I can't afford it and the price is just too high."
In this short video, I'm going to share with you three reasons why the objection of price shows up in the first place and then I'll tell you four proven methods to mitigate the issue of price and get past this objection.
The first reason is that you're simply talking to the wrong person. By that I mean the person you're speaking with is not a qualified prospect. They're either not the decision-maker at all or they don't have the money to buy your services or products or they might simply be shopping around and it's not the right time for them to buy if they don't have the need yet (They're just shopping around and they want to get some information they're not going to buy from you at this point of time).
The second reason why prospects give you the objection price is that you're doing a bad...
In this short video, I’m going to talk to you about the two major obstacles to sales success.
Lots of small business owners come to me and tell me about their problems with sales. They tell me that they can’t close enough sales, they’re not bringing in enough customers and clients and they don’t have enough revenue and, honestly, sales is the most underestimated and the most misconceived skill that entrepreneurs should have.
So what are the two major obstacles to closing more sales and sales success?
Well, the first one is what I call “belief system” and, by that, I mean the kind of beliefs and deep-rooted thoughts that business owners have around sales and being a salesperson. So many of small business owners when they think of sales and sales people, they think of the used car sales person concept and, you know the pushy sleazy individual who wants to push their agenda on the customer, grab their money and run away. Well,...
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