Tuesday, 30 July 2013

Business Formation & Development- Faris Ghani

Process Outline


Jump Start is a business development tool designed to move virtually any concept from bar room napkin to board room table! Business owners at any level will have a profound experience planning, developing, and successfully implementing their concepts. The program will help put in place, the necessary resources and systems by which businesses can be managed. Further, business owners will be trained with the necessary skill sets to assure success. This process will help you successfully plan and implement a capital acquisition strategy in order to properly fund your business and coach you with the best practices in order to speak to investors. Jump Start has an accompanying book, “Launching Your Dreams,” and has successfully helped business owners since 1998.

Step I: Assessment of Your Business Idea

The first step is quite naturally, an assessment of the status of the project or business. During this stage, four primary elements are addressed: "As Is, Should Be, Barriers, and Pay-outs." Through this step, the nature of the business model and consulting relationship are formed.

Step II: The Language of Your Business

Business in its pure and simple form is a conversation that starts with a "Market Need" and develops some type of product or service to address that need. This is called the "Value Proposition." As the Value Proposition comes into focus, so too does the evidence about how to build structure around it.

Step III: Market Research and Analysis

The next evolution of the planning process looks at external factors that control and shape the market place. These are issues such as: potential revenues within a given market, current trends in that market, government regulations, demographics of a market, growth rates, new technology, competitive analysis, and other factors that will have a bearing upon the business.

Step IV: Products and Services

After the market has been defined, it is time to outline the product and/or service. At this point, we are ready to explain how each product or service fits into the market and the specific needs that each will address. In this section, things such as product descriptions, vertical market price points, overall product matrix, and future ancillary product plans are explained.

Step V: Assessment of Human Capital

Any successful business enterprise has, at the forefront of its inception, a charismatic leader who is able to motivate the team around an idea or vision; we begin Jump-Start by addressing this very issue.

Step VI: Strategic Sales & Marketing

Jump-Start has created a Spiral Analysis model for Sales and Strategic marketing. This model has proven effective in the understanding of tactics and strategies which ultimately lead to a viable enterprise. We help to design and implement a system that examines how a buyer moves through the thought process of a buying decision and what it will take to create repeat and referral business.

Step VI: Operations and Logistics

This is the "How-to" part of the process - it is where everything comes together in one cohesive model. This part of the planning lays out the necessary capital equipment, raw materials, supply chain criteria, human resource definitions, office space requirements, process mapping, delivery channels, interdepartmental communication, business systems, lead generation, customer service support issues, information technology, financial models, sales, marketing, and management roles and responsibilities.

Step VII: Preparing Your Financial Strategy

Once the Operational/Logistical plan is developed, we are clearly ready to define what the enterprise will cost to initiate and sustain while business viability is realized. This includes start-up costs, break-even analysis, cash flow projections, capital expenditures, payroll, burn rate projections, and any other pertinent financial information.

Step VIII: The Business Plan

If it is appropriate at the end of the planning cycle, Life Directions will construct an actual business plan ready for presentation. At this point, certain decisions must be made about the final element of

Step IX: The Legal Matters

In the final stages of the Jump-Start program, four areas remain: Corporate Structure, Intellectual Property, Investment Instrument, and Compliance Capital. This is the point at which a legal advisory team is formed in order to help a business owner protect their assets and raise the necessary capital in order to fund a business. Jump Start includes much more than just the planning, it is a comprehensive tool that you may use to assure your success in a competitive market place.
Source: BDS

Saturday, 27 July 2013

How to Deliver a Good Sales Pitch- Faris Ghani

Prepare. If you find yourself stammering or beating around the bush in your sales pitch then it means you are ill prepared for your task.

Research. Preparation begins from researching about your prospective client, finding out what they like, the time they are available, the way they like to be approached and what they do not like! Going in blindly into a sales call or approaching a prospect with no clue about who they are is a time-wasting risk which often leads to nothing but embarrassment!

Know your product. Knowledge about your product and the benefits that it gives to the customer will give you full confidence and show that you really know what you are talking about. It will help you handle objections effectively and not let the sale just slip away. Ever felt like you had almost closed the deal and then the prospect just changed his mind at the last minute and the sale was gone? This can easily be avoided by handling objections very well and reassuring the prospect with solid facts but you cannot do this when you are totally clueless about your own services or products.

Set your objectives. Be it cold calling or showing up for a re-arranged meeting or head hunting for new clients outdoors, It is all pointless if you have not set your objectives for that particular activity. If it is a sales call, set the time you would like to spend on the call, who exactly you would like to speak to, why them in particular, what you have to offer and your desired outcome. Your desired outcome could be closing the deal over the phone, arranging for a meeting, getting an email address... whatever it may be, you must write it down and check whether you achieved your objective after the call.

Greet the prospective client in the right way. Greeting the client sounds like a simple task. Many people think that all you need to say is, "Good Morning Ma'am/Sir." Unfortunately, this is not the best way to go about it.
  • Starting with submissive greetings using words like Sir and Ma'am might initially sound respectful but in actual fact, using such words puts you under the prospect's feet. It gives the impression that you are begging and opens up a good platform for the prospect to object like the Sir and Ma'am that you have made them out to be.
  • Rather than this, it is better to greet a prospect by their name and title. Simply "Good-morning Mrs X or Mr X." It makes things so much simpler. Using a greeting like this instead of a more formal or submissive tone will help to avoid getting people's guards up.
Get to the point. It is good to create a casual conversation but overdoing it could offend the prospect. Saying things like "You look pretty today" or "I like your office" is okay but it doesn't have to be overdone or done in an obviously inappropriate situation. But how do you know whether the prospect will take your casual comments well or not?- You don't! The best thing is to be professional and on target, don't beat around the bush.

Make a two way conversation not a lecture! Nervous sales people often want to make their sales pitch and just run away as soon as possible. They often get caught in talking for ages and then asking the killer question "Are you interested?"
  • Looking at it from the customer's point of view, the impression you give would be that you really don't care about what the customer needs and all you want is your own selfish gain.
  • Consulting with the customer and asking questions about their interests and their past experience with similar products creates a consultative dialogue which will get you the "Yes" you are looking for.

Close the deal. After pitching and consulting with the customer to find out their needs and interests, the final crucial step is to close the deal. A good way to do this is to run through the benefits of what you are selling and the solution it will provide for the needs the customer said he has.
  • For example if you are selling advertisement you could end your pitch with something like, "As you said Mr X, your company is looking for more brand awareness and new clients. Our marketing solutions will provide you with the brand awareness you are looking for. If you could allow me, I can run you through the procedure of advertising through us..."
  • This is a simple, indirect way of asking "Are you interested?"
Source: WikiHow

Thursday, 25 July 2013

Sales Motivational Quotes- Faris Ghani

There is nothing so useless as doing efficiently that which should not be done at all.
-Peter Drucker 

Everything comes to him who hustles while he waits.
-Thomas A. Edison 

It’s not what you gather, but what you scatter that tells what kind of life you have lived.
-Helen Walton  

Things turn out best for the people who make the best out of the way things turn out.
-Art Linkletter

Adversity causes some men to break; others to break records.
-William A. Ward  

There may be more to learn from climbing the same mountain a hundred times than by climbing a hundred different mountains.
-Richard Nelson  


Tuesday, 23 July 2013

How To: Motivate Your Sales Staff- Faris Ghani

Selling is a tough job—tough on the ego, tough on the energy level—which explains why sales reps are often some of a company’s highest-paid employees. But even a fat salary is usually not enough to combat steep competition, finicky customers and grumpy prospects.

“If compensation were a sufficient motivator, your people would already be performing,” says sales consultant and executive coach Mark Palmer. Instead, it is critical to identify what excites your people—maybe it’s cash, certain gifts, prestige, peer recognition or job satisfaction. But there is one unifying quality of all leading sales reps: “They want to be on top, and they want to be unique,” Palmer says. “They want to win.”
However, it’s critical to find ways to ignite an entire department, not just identify your leading sellers, says management consultant Doug Johnson. “Otherwise, the top three or four people work like crazy to win, and the rest of the people who are just regular good salespeople—not superstars—figure they can’t compete so they just give up,” Johnson says. “You have to create a program that allows everyone to win at some level.”

Consider these strategies to fire up your sales force:

 Make commission a driving force. To get the results you want, shake up your commission structure. If you want to push a new product, offer a higher cut for that model. Make sure staff members are encouraged to land the big fish with proportionally big payoffs. Johnson once worked for an insurance company where the receding commission structure discouraged sales reps from going after the big, tougher-to-sell policies. The midsized policies were the reps’ sweet spot, and cost the company lots of lost, big, profitable policies.
 Build winning teams. Creating sales teams—in which there is an incentive for each member to support, mentor and encourage the other members—has proven valuable in many ways.
 Build in peer pressure. Publicly posting sales, margins and conversion rates lights a flame under everyone.
 Get the whole company behind the sale. After all, the whole organization’s survival depends on the sales department’s success. Announce contests and campaigns to the whole firm. Encourage supporting departments—such as customer service, engineering and marketing—to be supportive of the sales staff’s efforts.
 Find out what motivates. Ask your sales team what they want. Experiment with different bonuses and prizes. Often, cash is king. Sometimes highly luxurious items that are reluctant self-purchases might be big winners. Other times, less tangible prizes—such as the ability to telecommute once a week—can resonate with staff.
Mark Faust, business consultant and author of Growth or Bust: Proven Turnaround Strategies to Grow Your Business, advises clients to award performers with a day off, which might include a golf course pass. “Giving a vacation day is one thing, but a vacation day that includes the fee for the pay lake or greens fee is another,” Faust says. “They are being paid to fish or golf, and they have to do it—they aren’t stuck at home with a ‘honey do’ list or just a boring day off.”
 Keep it frequent. The key to successfully motivating sales staff is to build a strategy into the daily work. Small but frequent tokens of accomplishment might include a can of soda for making a daily quota, or an early out on a Friday for a week well-done.
Another of Faust’s ideas: “hour power coupons” granting a contest winner a pass to play games in the company break room or hit the gym in the middle of the workday. “The key is to give them out in multitude and frequently, and let the rep choose the exact time,” Faust says. “The one hour off has an excellent ROI, since the employee returns to their desk refreshed and hits the ground running.”

Monday, 22 July 2013

20 Motivational Sales Quotes- Faris Ghani

1. “You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.” — Zig Ziglar

2. “I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.” — Estée Lauder

3. “Passion is energy. Feel the power that comes from focusing on what excites you.” — Oprah Winfrey

4. “I always tried to turn every disaster into an opportunity.” — John D. Rockefeller

5. “You have to drop your sales mentality and start working with your prospects as if they’ve already hired you.” — Jill Konrath

6. “Managing objections head on is dead on.” – Kraig Kleeman

7. “Men are moved by two levers only: fear and self interest.” — Napoleon Bonaparte

8. “The world has the habit of making room for the man whose words and actions show that he knows where he is going.” — Napoleon Hill

9. “We must focus on purposes instead of just setting goals, for long-term vision is what keeps us from being frustrated by short-term failure.” — Dan Clark

10. “The only thing that’s keeping you from getting what you want is the story you keep telling yourself.” — Tony Robbins

11. “Our fatigue is often caused not by work, but by worry, frustration and resentment.” — Dale Carnegie

12. “Formula for success: rise early, work hard, strike oil.” — J. Paul Getty

13. “Business opportunities are like buses, there’s always another one coming.” — Richard Branson

14. “Your job is to meet the right people and read the right books.” — Jeffrey Gitomer

15. “One way to remember who you are is to remember who your heroes are.” — Steve Jobs

16. “The first part of success is ‘Get-to-it-iveness’; the second part of success is ‘Stick-to-it-iveness’.” — Orison Marden

17. “Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships.” — Stephen Covey

18. “A mediocre person tells. A good person explains. A superior person demonstrates. A great person inspires others to see for themselves.” — Harvey Mackay

19. “Nothing is predestined: The obstacles of your past can become the gateways that lead to new beginnings.” – Ralph Blum

20. “Courage is rightly esteemed the first of human qualities because it is the quality that guarantees all the others.” — Winston Churchill

Saturday, 20 July 2013

Sales Quotes- Faris Ghani

Publishers see free downloads as threatening the sales of the book.
Paulo Coelho

Well I think any author or musician is anxious to have legitimate sales of their products, partly so they're rewarded for their success, partly so they can go on and do new things.
Bill Gates

Sales are contingent upon the attitude of the salesman - not the attitude of the prospect.
W. Clement Stone

Someone told me that each equation I included in the book would halve the sales.
Stephen Hawking

In the real world, I see conservatives volunteering at adoption agencies, at churches, at bake sales and the local American Legion Post while the only charity a progressive sends is a smug sermon on fair share and what fairness is.
Allen West

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