Job or Passion

Who would you hire as Finance Manager?

2

Mr. A has B.A. Degree He is personable—well liked—outgoing—a good listener—enjoys working with others—and he / she remains neat & clean. Mr. B has MBA (Finance) Degree. He has average appearance—Proud—Not good listener but decision maker--he / she doesn’t remain neat & clean.—has no friends---yet his grades are tops.

Who would you hire as Sales Representative?

3

Mr. X has MBA (Marketing) Degree. He has average appearance—Proud—Not good listener but decision maker--he / she doesn’t remain neat & clean.—has no friends---yet his grades are tops.

Mr. Y has B.A. Degree He is personable—well liked—outgoing—a good listener—enjoys working with others—and he / she remains neat & clean.

Why different criteria for other jobs titles and sales

representatives…

?

Because…Selling is not

just a job

Selling is…

Passion is a term applied to a very strong feeling about a person or thing. Passion is an

intense emotion compelling feeling, enthusiasm, or desire for something.

When Selling Is Passion…

When Selling Is Passion…

When Selling Is Passion…

When Selling is Just a Job…

When Selling Is Just a Job..

Take Deep Breath and ThinkWhether You Are A Real

Salesperson…

Are You Doing A Job Which Makes You Tired….. ?

Do You Enjoy Your Job…. ?

Do You Have Any Ambition Associated With This Profession… ?

Do You Have Winning Or Losing States… ?

Do You Just Keep Waiting For Salary… ?

“Our business needs a massive transfusion of talent, and talent

in sales job, I believe, is most likely to be found among

people who have these seven qualities…

Seven Qualities of Top Salespeople

1. They are

ambitious.

22

Ambition

• A strong desire to gain a particular objective; specifically, the drive to succeed or to gain fame, power wealth, etc.

23

They are ambitious.

They are courageous.

24

Seven Qualities of Top Salespeople

Courage

Everyone is afraid.The best salespeople do

it anyway! Ask for the sale…

The top people confront their fears.

25

1. They are ambitious.2. They are courageous.3. They are committed.

26

Seven Qualities of Top Salespeople

Commitment….

• Bound or obligated, as under a pledge to a particular cause, action, or attitude

• Selling has often been defined as a “transfer of enthusiasm”.

27

Law of Correspondence

The more you believe in what you sell, the easier it is for you to convince someone else.

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1. They are ambitious.2. They are courageous.3. They are committed.4. They see themselves more as consultants

than as salespeople.

29

Seven Qualities of Top Salespeople

Consultant stance…

• People accept you at the way you present yourself.

• Act like a consultant in everything you do and say.

• Consultant listens to others attentively and leads customers.

• Customer seeks the advice of consultant and respect him/her.

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1. They are ambitious.2. They are courageous.3. They are committed.4. They see themselves more as consultants

than as salespeople.5. They are prepared.

31

Seven Qualities of Top Salespeople

Three Keys to Preparation in Selling

1. Pre-call analysis – do your homework-mentally prepare.

2. Pre-call objectives – what are your goals?

3. Post-call analysis – write down every detail. When to re-contact.

Think what other approach could be used to advance your prospect of success.

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1. They are ambitious.2. They are courageous.3. They are committed.4. They see themselves more as consultants

than as salespeople.5. They are prepared.6. They engage in continuous learning.

33

Seven Qualities of Top Salespeople

Keys to Continuous Learning

• Read one hour in selling each day.

• Listen to audio tapes in your car.

• Take all the training you can get.

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1. Be ambitious.2. Be courageous.3. Be committed4. Be professional.5. Be prepared.6. Engage in continuous learning.7. Be responsible.

35

Seven Qualities of Top Salespeople

36

Just Remember

…

YOU ARE SELLING

YOURSELF!!!

“The problem is never how to get new, innovative thoughts into your mind, but how to get the old ones out.”

Dee Hock

38

Get Rid Of Old Previous Habits, Working Style, Routine Life,

dependency and The Stupid Job

The Kotler Doctrine:1965-1980: R.A.F.

(Ready.Aim.Fire.)

1980-1995: R.F.A.(Ready.Fire!Aim.)

1995-????: F.F.F.(Fire!Fire!Fire!)

Ehsan Ali DanishEntrepreneur Motivational Speaker CEO PharmaSolutionsPresident NPAPwww.facebook.com/ehsanalidanish.com.pkhttps://pk.linkedin.com/in/ehsanalidanish