Archive for July, 2014

“The Art and Science of Selling” – Dispelling the Myths


I know what you’re thinking, there’s an “Art and Science” to selling? “YES”, there is…When you hear the word “Selling”, it often suggests that someone is trying to get you to buy something you’re not sure or think you want. The fact of the matter is that everyone sells in one way or another. That’s why I want to share “The Art and Science of Selling” with you. It’s as simple as “A, B, C”. It begins with the right mindset, followed by a big heart to help others and last but not least, a lot of ambition to follow through with your promises. People in the sales profession have a product or service and understand the profound impact it has on the economy, people and our lifestyle. Believe it or not, sales can influence our future and sometimes heal the past. Imagine when an insurance agent delivers a life insurance check to the family having just lost their mother or father. Or the family has a loved one who requires care in a nursing home. The risk has been transferred to the insurance company to pay the expenses. These are a few examples of why I feel selling is the most amazing profession in the world! 


A few statistics quoted from Zig Zigler, one of the greatest sales people of our time, shared that:

  • There are more sales people who are millionaires than doctors
  • In the first year of your business, successful sales people earn between $20,000-$30,000 or more
  • Charles Schwab was a master salesman, earning over $100,000 in his first year

There are many myths about sales people and the negatives. I’d like to share a couple of them with you.

Myth #1 – To sell, you must be an extravert/outgoing and can talk about anything.

Actually, it’s been found that introverted people outsell the extraverts 100 times out of 100. They connect with the client, know their information, tend to be better organized and detailed, and find what the customer needs.


Myth #2 – You are who you are and cannot change. Not true, with anything, you can learn a subject, trade or technique. Apply an optimistic and positive approach and people can adapt.

A survey was taken at the Forum Corp. in Boston, Massachusetts regarding sales:

  • 341 Sales People were surveyed
  • 173 were Top producers
  • 168 were Average producers
  • They all had 5 years minimum experience
  • They came from 11 different companies and 5 different industries: petro chemical, banking, life insurance, real estate and 1 other

They all had the same sales skills to get the prospect, set the appointment, demonstrate the features and benefits, close the sale, and handle the objections. The dramatic difference was “trust”. The top producers understood that it wasn’t about selling to the customer, but instead, building “trust”.

“Selling is essentially a transfer of feelings” – Zig Zigler

Take a look at these four (4) important circles which represent a successful sales dynamic for the entrepreneur, supported from the center by Leadership because as an entrepreneur, you’re also a leader. Take a look at how “The Art and Science of Selling” is explained below.

Screen Shot 2014-07-18 at 10.52.15 AM


The “Art” of Sales

  1. Culture – establish the culture, understand why people behave and act the way they do and make good choices. Culture is a mannerism of the entrepreneur/sales professional. Whether you’re in an organization or one or two individuals in business, it’s important that you have a good work ethic, clear vision, positive attitude and uphold strong core values to have a winning culture.
  2. Marketing – is made up of three components:
    1. BRAND – A very important area that will build both you and the company’s reputation in the market. What are you doing to brand yourself?
    2. CUSTOMER SERVICE – “Good” is no longer acceptable. People are looking for “Excellent” customer service.
    3. CLEAR PLANS – Successful sales entrepreneurs have at least three different plans designed to assist and help them with clients and customer service.

The “Science” of Sales

  1. Product Knowledge – Successful sales individuals know the features and benefits. They are willing to invest the time needed to learn, and go the extra mile to become an expert. Product knowledge is important to provide the features and benefits that will help the customer.
  2. Sales System – No matter how much you know or how good you are with the product or service, it will not sell itself. The sales system is a process.
    1. Warm up/build the relationship
    2. Ask questions /identify the needs
    3. Present the product/service
    4. Show the benefits
    5. Close and actively listen to any objectives
    6. Warm down – continue to build the relationship and get referrals

As a sales professional, you must stay laser focused and overcome any distractions that will interfere with your business. You are responsible for the outcome and management of your success.

“You can provide information to others and be a great educator, but information only won’t sell the product or service, that’s why we need the entrepreneurs’ ~Farshad Asl


Now that you see where you’re standing, take a moment and rate yourself. Use the diagram above and rate each circle on a scale of 1-10. If you score at least a “7” in each of the four areas, or are willing to invest in the areas that need help, you have a good chance to succeed in the sales profession.

If you’ve thought about it but are teetering on the edge of whether to become a sales person as an entrepreneur, feel free to contact me directly. I will help you take your career to a new level with coaching and mentoring you on “The Art and Science of Selling”, so you can live your dream life like millions of people out there. Create the well-deserved balance in your life and in your business.

“The Art and Science of Selling” – build your success!

“A good entrepreneur knows how to communicate, connect and coach the client to make the right buying decision” – Farshad Asl


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Independence Day, July 4th


It’s a special time to celebrate, reflect and remember how truly blessed we are to live in America. It was 238 years ago that our fore-father’s fought for our independence. To this day, many fight for their democracy and seek freedom in this great land. I am so grateful to live in a country that promotes the growth of the human spirit to succeed in all that we do. From my family to yours, we wish you a safe and joyful celebration this 4th of July – “Happy Birthday America!”


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Leadership – ‘Momentum Builders’ and ‘Momentum Killers’



Most people go to work five days a week to do a job. What makes that job fulfilling is the momentum and desire to make a difference and succeed. I have been blessed to work with a wonderful group of leaders in my organization. We strongly believe that MOMENTUM IS THE KEY TO A SUSTAINABLE GROWTH and share in the passion to build MOMENTUM among our teams. We have built one of the largest sales organizations in the country, through consistency focused on two primary areas.

  1. Creating a strong environment rich in growth for everyone on the team.
  2. Building and sustaining a momentum driven environment throughout the organization.


Start now and ask yourself, “How do we build momentum? Here are my eight steps to Sustainable Growth.

It takes:

  1. A Leader to create the Momentum (Leadership)
  2. Vision to build the momentum (Direction)
  3. Effective Communication (Connect)
  4. Achievable Goals (Laser Focus)
  5. Small Wins or Victories along the way (Recognitions)
  6. Consistency (Discipline and Build Trust)
  7. Passion and Compassion (Love)
  8. Integrity to sustain the momentum (Core Values)


“Connect and remember that you must touch the heart before you ask for the hand.” 

I feel that Momentum is the key to building and sustaining success – it’s what makes the difference between winning and losing. Position your team to experience winning! The right attitude is everything!

“The BIG push means being able to develop and sustain MOMENTUM toward your goal; it is the process of actively replacing excuses with winning habits, the ultimate excuses blockers. Moreover, it is being willing to go to the wall for what you want or believe in, to push beyond your previous mental and physical limits, no matter what it takes.” ― Lorii Myers


It’s important to ask yourself these two very important questions:

  1. How can you build and then sustain momentum?

Whether you’re an entrepreneur or work for someone else, identify what you can do to create and sustain your momentum. Momentum Builders are critical to positioning your success.

  1. Identify what are the Momentum ‘Killers’?

Lack of motion or inertia. Newton’s Law of Motion states, matter remains in its state of motion and direction unless acted upon by a force.  This law is important in defining how things behave around us giving momentum or inertia.

According to Newton’s first law, an object at rest will remain at rest unless acted on by an unbalanced force. An object in motion continues in motion with the same speed and in the same direction unless acted upon by an unbalanced force. This law is often called “The Law of Inertia”.


John Maxwell says it best in his book, The 21 Irrefutable Laws of Leadership, in the chapter, “The Law of the BIG MO: Momentum is a Leader’s Best Friend”.

Here are the ‘Seven Truths’ about Momentum that I feel every leader needs to know:

  1. Momentum is the great exaggerator. Often success is exaggerated by momentum and things will look bigger than they really are. When you have momentum, don’t worry about small problems, while larger challenges tend to work themselves out.
  2. Momentum makes leaders look better than they are. Effective Leaders demonstrating momentum, have the appearance of being a genius.
  3. Momentum helps followers perform beyond their actual abilities. When there is momentum, people are motivated to perform at higher levels.
  4. Momentum is easier to steer than to start. Getting started can be a struggle, but once you’re moving forward, you can really start to do some amazing things.
  5. Momentum is the most powerful agent of change. Given enough momentum, nearly any kind of change is possible, because people like to get on the winning bandwagon.
  6. Momentum is the leader’s responsibility. Creating momentum requires someone who has vision, can assemble a good team and motivate them.
  7. Momentum begins inside the leader. It starts with vision, passion, enthusiasm, and spreads from there.


To apply the Law of the Big Mo, practice these three steps:


Step #1 – Model the attitude and work ethic that you would like to see in others. Take responsibility for the momentum in your area of leadership. Be passionate about your vision and display enthusiasm at all times.


Step #2 – Build motivation to develop momentum. Remove any obstacles that cause people to lose their passion and enthusiasm. Identify and put into action the specific elements that will motivate your team.


Step #3 – Help people celebrate their accomplishments. Make it a regular practice to honor people who move the ball forward. Take the time to acknowledge and praise effort, never forgetting to reward their success.


You know when you have momentum, you’re on top, hitting your stride, positive, focused, alive and heading toward your objective and true success.

In summary, work with the ‘eight steps to Sustainable Growth’, avoid ‘Momentum Killers’ and apply the “Law of the Big MO”. Finally, lead your team with the three steps that Model, Build and Help bring everyone to their fullest potential.


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