How to Sell Anything: The PAS Formula

Mar 16, 2019

 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.

This three-step...

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Formula for Success

Mar 02, 2019

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”


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?...

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The WWWH Formula in Sales Presentation

Feb 08, 2019

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...

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How can we talk about what we do without sounding confusing or bland?

Jan 22, 2019

    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.

  • So the first step is define exactly who your target audience is and by target audience I mean the people you want to serve, the people you want to work with. Who are these people? Define them demographically and psychographically. So...
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3 Key Parts of a Strong Personal Brand

Jan 19, 2019

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...

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How to Handle Price Objection

Jan 14, 2019

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...

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2 Major Obstacles to Sales Success

Jan 07, 2019

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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How to close the sale: Prompting immediate action

Jan 06, 2019

So many times, during sales conversations, when you get to the closing of the sale, you sense that the prospect does not want to make the decision to buy. And although they are in every sense qualified to buy, they just want to procrastinate. They just want to do it later and we know that later never arrives. So, how can we spark immediate action on the part of the prospect during sales conversation?

In this short video I’m going to share with you 5 tips and methods that you can actually persuade the prospect to take action right now and not put off something that they can do today until tomorrow.

1- Number one, introduce "deadlines". Tell them that this offer and this particular package of services and products is only valid up to a certain date and it will be gone forever after that particular date. So when there is a deadline, there is a time pressure and the prospect will most probably take action and do what they have to do.

2- Number two, tell them that there is "limited...

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4 Levels of Getting Clients

Jan 05, 2019

What are the 4 levels of getting clients that you can operate on?

I’m going to use the analogy that my mentor Seth Godin uses to depict the picture for you. So let’s suppose that you are in an area where winters get cold just like in Toronto, where I live, and you get pretty heavy snows every now and then and let’s suppose that you are in the snow-shoveling business. You can pick one of these 4 levels of the hierarchy of getting clients and as you climb the ladder to the next level, your business gets better and you can book more business. So what’s the first step?

  1. The first level is that you wait for the snow to fall and then you take your snow shovel with you and you stand on the corner waiting for a homeowner to come and pick you to shovel their walk. So what’s the problem with that? The problem is, right beside you there are four other people and their snow shovels waiting to be picked and the other problem is that there is a race to the...
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2 Ways You Can Build a Successful New Business

Jan 04, 2019

There are two ways that a start-up can go to the market and gain tremendous success.

Number one is to come up with an amazingly creative idea that people just fall in love with. Then you offer your services and products to the market and, get people flocking in droves to get what you’re offering. Then your sales go through the roof and you have it made. It’s definitely a plan that some people come up with but, obviously it’s a long shot and it’s not a plan that you can really count on.

The second choice, which is a safer option, is a three-step process that you can be pretty sure if you follow these three steps you can gain tremendous success in the long run.

 So the first step is: Pay attention to what’s working in the market.

Look at the market leaders; look at the industry experts; look at the strong brands that are already killing it in your certain field. So pay attention to what’s working in the market.

The second step is: Model and...

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