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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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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