Joining me on this episode of Accelerate! is Ali Mirza, Founder and President of Rose Garden Consulting, and author of the ebook, A Salesperson’s 30 Rules to Success. Among the many topics that Ali and I discuss in this episode are the biggest challenge facing sales reps in today’s business environment, the problems that can result from relying entirely on big data to manage sales, and the importance of really getting to know your prospects, their character types and their buying triggers.
[:45] Ali learned most of the sales principles he uses by selling supplemental insurance products to rural Winnipeggers.
[9:45] How Ali warms up his cold calls, usually with an email, LinkedIn, or phone approach. And, how to get past a physical gatekeeper to make an unscheduled visit to a prospect.
[12:22] Andy and Ali discuss the biggest challenges sales reps face. And how to overcome them.
[15:22] Ali discusses the dangers of entirely relying on big data tools, without considering the individual personality types of buyers and their emotional triggers.
[21:29] How to tailor sales messages based on the audience. [25:15] How to effectively target new prospects by studying how and why your existing customers made their purchase decision.
What’s your most powerful sales attribute?
I sell for my clients. I do know how to close.
Who is your sales role model?
What’s one book that every salesperson should read?
How to Win Friends and Influence People, by Dale Carnegie.
What music is on your playlist right now?
“The Sound of Silence,” by Disturbed; Hip hop; Tupac; and “The Sounds of Silence,” by Simon and Garfunkel.
Facebook: Rose Garden Consulting LLC