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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The PERMA Model Of Happiness

Dec 26, 2018

 

Today, I’m going to talk about the PERMA Model of Happiness. So, the basic question is: According to scientific researches and studies what leads to human happiness, flourishing, and well-being?
Hi. It’s Dr. Shahab Anari, co-author with Brian Tracy of the best-selling book “Ignite your life”.

Dr. Martin Seligman, a founding father of Positive Psychology, developed the PERMA theory to answer this question.

PERMA is an acronym that actually consists of five different words. And these five words constitute the roots to well-being, flourishing and happiness. So, what are these five words?

The first one, P, stands for Positive Emotions. And it’s no surprise that positive emotions can lead to a happier life. So, positive emotions such as joy, gratitude, cheerfulness. Obviously, these lead to a higher level of happiness and a lower level of depression. So, the basic question is: How can we cultivate and enhance these positive emotions in our personal and...

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What is coaching? Who is a professional coach?

Dec 14, 2018

 

Bill Gates (founder of Microsoft)Everyone needs a coach. It doesn’t matter either they are a basketball player, a tennis player, a gymnast or a bridge player. We need people who give us feedback that’s how we improve. 

Eric Schmidt (former CEO of Google): One of the best pieces of advice I got was to have a coach. One of our board members in 2002 said, “You need a coach and I said “Well, I am a coach. Why would I need a coach? Is something wrong?” He said, “No, you need a coach; everybody needs coach.” So, Bill Campbell became my coach and it served Google very well. Every famous athlete, every famous performer, has somebody as a coach; somebody who could watch what they’re doing and say: Is that what you really meant? Did you really do that? somebody who can give them...

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Are you doing the right type of advertising?

Dec 13, 2018

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 three different types of advertising that you should be using in your business.

The main thing is we shouldn’t be showing our different ads to the same type of audience and every single type of ad corresponds to certain parts of our target market. What does that mean? If you think of the marketing and sales funnel, just think of a funnel, on top of this funnel you bring in ”cold prospects”, people in your targeting market who haven’t heard of you before. And then through marketing strategies and tactics you move those prospects down the funnel, into the next stages of the funnel, and you turn them from “cold prospects” to “warm prospects” and eventually “hot prospects” to become paying customers and clients. So for each step of this funnel, for each stage of this...

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