February 8

Five Powerful Tips for Landing More Appointments

Five Powerful Tips for Landing More Appointments

In today’s episode of The No Limits Selling Podcast, we have Pouya Haidar, Sales Training and Business Consulting.

Pouya Haidar’s Tip: “Self-education is more valuable than formal education.”

Guest Bio:

Pouya Haidari is an Iranian-born, Canadian Entrepreneur and Sales Professional. By the age of 21, he was earning 6-figures a year and living in a luxury condo in the heart of Toronto. By 23, Pouya was earning multiple-6-figures per year and managing 5 regional sales offices of 60-70 sales professionals. And by the age of 24, he had multiple 7-figure partnership offers from companies and brands in Canada and the United States which he happily declined.   

Find Pouya Haidar: Instagram, Twitter

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Landing more appointments is a process that takes time and effort. By implementing these strategies and consistently reaching out to potential clients, you can increase your chances of success. Pouya Haidar and Umar discuss effective ways to land more appointments by simplifying the process into 5 simple steps. By providing online scheduling options or a clear phone number to call, making sure your calendar is up to date and easily accessible. Following up; Don't be afraid to follow up with potential clients who have shown interest but haven't yet committed to an appointment. A friendly reminder email or call can often make the difference. Offer incentives: Consider offering incentives or rewards for booking appointments, such as a discount or free consultation. Build relationships: Cultivate relationships with potential clients through networking, social media, or other marketing efforts. Building trust and familiarity can increase the likelihood of booking an appointment. Be flexible: Offer a variety of appointment times and be willing to accommodate clients' schedules as much as possible. Provide value: Highlight the value of your services and demonstrate how they can benefit potential clients. Offer helpful resources, such as free webinars or guides, to show your expertise and build trust. and finally, improve your online presence: Make sure your website and social media profiles are up to date and visually appealing. This can make a big difference in attracting potential clients and encouraging them to book appointments.

[Podcast Transcript Using Artificial Intelligence]

Are you ready to become a better salesperson?

Umar Hameed 0:01
Are you ready to become awesomer? Hello everyone! My name is Umar Hameed, I'm your host on The No Limits Selling Podcast, where industry leaders share their tips, strategies and advice on how you can become better, stronger, faster. Just before we get started, I've got a question for you, do you have a negative voice inside your head? We all do, right? I'm gonna help you remove that voice and under 30 days guaranteed, not only remove it, but transform it. So instead of the voice that sabotages you, there's one that propels you to much higher levels of performance and success. There's a link in the show notes, click on it to find out more. All right! Let's get started.

Umar Hameed 0:40
Hello everyone! Welcome to another episode of The No Limits Selling Podcast. Today we have Pouya, super coach. He helps you get your sales in gear, more importantly, he helps you get in gear. Pouya, welcome to the program.

Pouya Haidar 0:53
Thank you for having me, Umar, it's great to be here.

Why do some people are better at selling than others?

Umar Hameed 0:56
Superb. So what intrigues me is you could have two people selling the same thing. And one person is highly successful, and the other person struggles. And when you look at a Person B that struggles, they may have the better education,may have the better looks. May have all the privileges life has to deliver but there's a missing element. So why do you think some people are better at selling than others?

Pouya Haidar 1:24
Yeah, that's a great question. I think the first aspect that I would point to is something you probably talk about a lot just from knowing you for the short while, which is the psychology of that individual. One thing that I always say, which I borrowed from my first and most valuable mentor is your outlook determines your outcome. And I genuinely believe your outlook on sales, your outlook on business, your outlook on life, will always lead to your train of thoughts which determine your actions and your actions, of course, will yield those results. So I would say I would look at the psychology, the mindset, the outlook, first things first. And then of course, it's depth of experience, it's training, it's actually equipping yourself with the right skills. And you know, some people have the natural inclination and drive to go and educate themselves, others don't as much. So I would start there, I would start with those two different aspects.

Umar Hameed 2:12
So here's a couple of things. I've got this formula in my head, it's a skill set x mindset = results. And if you have a weak skill set and weak mindset, the results are going to be really, really bad. If you have a strong skill set, and a weak mindset, results are going to be better. A weak skill set, strong mindset, results might be better still. But when you have strong skills, strong mindset, watch out.

Pouya Haidar 2:39
Absolutely. I definitely agree with you. I mean, you can have the most talented person ever. But if they don't have the mental fortitude to be in sales to stick through the ups and downs, the peaks and valleys, they're not going to get very far. So I would definitely agree with you. That's that's the optimal formula, the right mindset and the right skill set.

Umar Hameed 2:56
And what's kind of interesting on mindset is this guy that I'm thinking of I won't name names, who gave himself a VP business card in his company. He just had some cards made that he's a VP now. I'm gonna like, "What the hell's going on?" But before this, like, two years before this egomaniac emerged, he had a come to Jesus meeting with the CEO. And the CEO is like, you know, "I've given you so many chances, you're worthless, and I'm going to fire your ass at the end of the month," and something about that just switch something on inside him. And he just became a sales beast. It's just the whatever was holding him back just went away. And it wasn't like go from mine training, it was just that.And I think there was a relationship between the CEO and him where he really wanted to impress his boss, and him saying, "I'm gonna fire you," lit something, and he took off. But I think he went like overboard and then it's like, "Hey, I'm making my own VP cards. And, and I'm doing this, and I'm selling all this stuff. Sometimes that not the margin, I should." So sometimes people have an awakening. Have you worked with someone you were coaching that you help them get that awakening? Hopefully you didn't tell them you're gonna fire them.

Pouya Haidar 3:58
Yeah, absolutely. I mean, I've had that scenario as well. So I'll actually tell you my thoughts on that. I've worked with a lot of different companies where I went in, and essentially, it was an outsourced sales model so we would hire, train and develop their sales teams. Fortunately, or unfortunately, I've had to hire and fire many people over the years. And I've been in those scenarios. And I've seen from the outside as well scenarios, just like you mentioned, where somebody has the fire under them. And now all of a sudden, they have this "Come to Jesus" moment, as you said, and decide to turn things around. And I believe that's a result of pressure. That's why I have this picture behind me. The black says pressure and the red says pressure is a privilege. And I genuinely believe that we can get into more of that conversation as well. But in terms of getting somebody going and myself having those experiences. Yeah, absolutely. I think it comes down to what drives you. A lot of people are driven by inspiration and what they want to achieve the nice cars, nice houses, the big checks. A lot of people are driven from a place of desperation. You know, they've been broke and they never want to be broke again. I would argue desperation is always a more A powerful driver. And it sounds like that scenario you mentioned was exactly that it was out of desperation. So I think the drive is very important when it comes to sales. That's what fuels the mindset.

Umar Hameed 5:09
Absolutely. And I think what's kind of intriguing is, in our society, we have a lot of negative beliefs around salespeople, and many of them are not justified. Sure, you can find an example of a sleazy salesperson, you can find a sleazy doctor or you can find this easy lawyer, but I think their reputation taints everybody else. And that would be okay, if they tend everybody else. But for many salespeople, those beliefs, societal beliefs go inside them, and sometimes is like, you know, they hold back because of that. And so one of the things I think you and I are trying to do is to just let people know is nothing happens until somebody sells something like literally nothing happens.

The most important aspect of any sales process.

Pouya Haidar 5:53
Absolutely. Yeah, at the end of the day, getting that exchange to happen is the most important aspect of any sales process. And also the only way you can help somebody, right? If somebody comes to you looking for, you know, I don't know any product or service looking for a car or looking for a service, looking for an idea until that exchange happens, you haven't given them any value. In fact, you've only wasted their time, right? So it's actually a negative, it's not, it's not even neutral. So they exchange the clothes, getting the deal done. Getting the handshake done, is the most important aspect of it. And I think like you said, yourself, myself, we're working on reframing this thought process. And this, the way people see sales in general. And I honestly believe and I think you would agree, over time, the only people that stay in sales and in business are the ones who do it, right are the ones who build long-term relationships. They're the ones who last and stand the test of time, because if you're unethical, sooner or later, you're going to be blown out of the sales and business world. And I think karma will come and pay you a visit.

Umar Hameed 6:51
Yes, absolutely. And I think what kind of breaks my heart is when you see someone that's got such great potential, and then on achieving it, and you how can we help them do that, because when they do that their kids go to better schools, better vacations, they feel better, it just helps the company out and helps customers out. And so let's kind of break down the sales process. So I'm gonna start at area one, which is landing the appointment. So let's say you were using email, LinkedIn, phone calls landing appointment, what would you recommend? What are the five pieces of advice you give people to start landing more appointments?

Pouya Haidar 7:28
Yeah, absolutely. I mean, I'll list off what I feel would be valuable. And hopefully they add up to five. I would say first things first, obviously, as a sales professional, you're looking at the lead acquisition. So whatever model you're using to acquire leads, whether paid or, you know, organic forms of lead acquisition. Now, as a sales professional, usually you have your company already bringing you leads, you have lead departments and so on marketing departments, depending on obviously the business, the industry that you're in, I work with a lot of different industries and businesses. So it's I'll try to address from all sides, I would look at in terms of booking an appointment. First things first, being very clear on who your target market is, right? You want to speak to somebody who is within your target demographic within your niche market. The end of the day, you can talk to 100 people and have incredible conversations and ask to book an appointment or book a call or book a sales presentation. But if they don't have any need or use for your product or service, then you've just wasted your time,ight? So and the first.

Umar Hameed 8:25

Pouya Haidar 8:26
Exactly. And there's of course, yeah. First number one, I guess would be looking at your target market and your niche demographic.

Umar Hameed 8:33

Pouya Haidar 8:34
From there, I would look to have a framework that has proven. I'm not a big believer in scripts. I'm a believer in frameworks. And the reason I say that is I've personally been in sales in seven industries. These are industries I've actually worked in directly sold products and services, build teams and and so on. Nowadays, I'm exposed to all kinds of different industries. And I can just tell you from the last decade of personal experience, a script is not preparing you for real time scenarios

Umar Hameed 9:00

Pouya Haidar 9:00
A script is not preparing you for every type of prospect, every personality type, right? The objections and the things that come up in the process. So I would love to have a framework, a body of essentially a script, but more of like the scaffolding on a building, you have a framework that you know how to follow, but at the same time, you can be flexible and lenient, and you're well trained within that. So I would say number two would be have a great framework, so that it's duplicatable, and it's efficient. That will be number two, go ahead, I'll let you [garbled]

Umar Hameed 9:30
[Garbled] Number three is good. What's number three? So we got to we got the target. We know who we're going after we got a framework so basically we can be nimble and agile in that conversation and not be locked down, Dear Occupant, and this is what I'm supposed to say now so agree with that. So what's number three?

Pouya Haidar 9:44
Yeah, absolutely. Number three would be from the way that we're looking at it here from this perspective number three would be to have essentially a closing piece that works every time so this would be asking for the appointment. You're not asking for the sale at this is very early in the sales process, obviously, just for the viewers, but this is you asking for the appointment. So asking them to hop on a call with you asking them to come into your office, asking them to schedule a later appointment. So you should have some kind of framework there that works well. And you're asking every single time a lot of salespeople make this mistake of not asking certain prospects or assuming that these individuals won't be interested in their products or services. That's one of the number one mistakes you can make. I always tell people that I work with other salespeople or entrepreneurs, even small business owners make this mistake. If you're going to assume anything in the sales process, assume that services exactly, and assume that they will want to talk to you they will show up, right? And most often that is the case. You know, I always like to make this extreme example that people aren't crazy that you know, they're not psychopaths, to talk to you to show up to an appointment to spend all that time. And they're not interested just for no reason, of course, there's an interest there. There's a reason they're talking to you in the first place. So assume that they want to hop on that appointment. And always, always, always ask for that appointment and asked to schedule it and make sure that's a part of every single process. So I would say that's probably number three.

What are the problems you’re having with your clients?

Umar Hameed 11:09
Yeah. So Pouya, some of my clients are telling me they're struggling with these issues, any of these issues happening for you? And if the person says, "Yes," then you've got a reason to have an appointment. So would that be part of the process? Or would you use a different technique?

Pouya Haidar 11:24
Sorry, can you repeat that question? They would say yes, but then

Umar Hameed 11:26
No, no. So let's say you go, "Bill, you're in the realtor business. And a lot of my realtor clients telling me that, you know, oftentimes they go on a roller coaster, where they're prospecting, and then they're working, and they're prospecting. So it's feast and famine all the time, or that they're limiting themselves where they reach a certain level of performance. And then they basically take their foot off the gas, or they've got this third thing, which is like a lack of confidence. And if they were more confidence, they'd get more transactions. Any of this happening for you?" At which point the client says, "Oh, yeah, number two, number two is happening for me." "Really? How many transactions do you think you're leaving on the table?" "Five." "In Canada right now, it's $10,000 per transaction is the average commission. So that's $50,000 is what's happening here, right?" "Yeah." "Then we should jump on a call and let me show you three ways that you can stop doing that." So is that the strategy use of just pointing out some generalities? Because if you go, "So what are the problems you're having people like, 'I'm doing okay, thanks." So what are your thoughts on that?

Pouya Haidar 12:28
Yeah. My thoughts on that. It sounds like that's a framework that could work again, I would have to see that tested in the market across larger numbers.

Umar Hameed 12:35
So you do know that does work?

Pouya Haidar 12:37
Well, it depends on the industry. But I'll tell you what works. As a general idea, as a general concept. Now you can take specific words and ask direct questions, depending on the industry, but as a general idea you want and the parts of your script that you just mentioned that I do, like your framework is exactly this, you want to put the focus and the spotlight on them, and how you can help them and how you can be a value to them. Because the reality is nobody cares about you. Nobody cares about your great product or service. Yeah, nobody cares about your company.

Umar Hameed 13:08

Pouya Haidar 13:08
Yeah, exactly. That's how it is. That's the reality of the reality of the world. Yeah. So any great framework is one that really puts that tension on them that shows interest in them. And that way, you'll get the information and intelligence that you need to gather in order to then be able to, you know, schedule them onto an appointment to create that urgency for them to even want to hop on an appointment with you. So I would say as a general rule of thumb, you aren't you're questioning line of questioning your fact finding your prospecting framework to follow this idea of, you know, what's in it for them, you know, what value are they going to get from that?

Umar Hameed 13:45
Brilliant. So that was number three, might have been four?

Pouya Haidar 13:48
We covered three we'll go on to by the way, these are completely arbitrary. We're making them up as we go. But I think...

Umar Hameed 13:53

Pouya Haidar 13:54
Very relevant. Yeah, just so people know, I didn't come [garbled]

Umar Hameed 13:57
[Garbled]with people that are experts on the other side of the mic that like, "Oh, yeah, I can go on with this."

Pouya Haidar 14:00
Yeah, exactly. Exactly. So number four, based on again, the trajectory that we're heading right now would be to I would say, this is a minut detail so I would almost skip this but I think for the sake of this conversation since we're going into the minutiae here, I'll tell you this number four, we to lock the appointment. And this is specifically to increase your short rates because a lot of salespeople and I know you deal with this too, go through all of this do a lot of prospecting book a lot of appointments but their show up rates are extremely low. So number four, in order to just preemptively right off the bat increase your shop rates will be to lock in the appointment. So very simple question to just add at the end of your script after the call or appointment has been scheduled and booked. Just simply ask them, "Now, is there any reason that on this date, at this time, you wouldn't be able to make our appointment? Do you have any other events or anything else close to that time period that might interfere? You know, our appointment is first Saturday, do you have any family events or anything that could potentially get in the way of that appointment?" And if they say anything that shows hesitancy or you know, "I have an appointment," or "I have to pick up my kids from schoo,"l or "I have this and I have that," then you know that more than likely they don't have that full commitment to that appointment.

Umar Hameed 15:10

Pouya Haidar 15:11
And obviously, your time is valuable, so is theirs. So then you want to go ahead and offer them another way to book the appointment again, another time another date and make sure that it's really locked in. If they say, "No, absolutely, it's in my calendar, I've set a reminder, I'll be good to go," then you booked that appointment, and you know, it's locked in. And that really does increase your show up rates. So that would be number four.

Umar Hameed 15:30
And so I'll add a 4.5 in there, because sometimes it's critical to have other people at that meeting too, like, "My CFO needs to be there." And if you ask that question before you set the appointment, "And so I gotta check with him, it's gonna be a while," so lock down the appointment. And then once you've locked it down, say, "Is there anyone else that needs to be at that meeting?" And they'll go, 'Oh, yeah, my son, so needs to be there," it's like, "Great, please invite them to be at that meeting as well. And just reconfirming one more time da...da...da..." I think that helps a lot and stops him from stalling to book the appointment.

Pouya Haidar 16:02
I would agree. And one thing that I would say is you could even do it, you could even flip that process. You can even add that question into your framework. I mean, if you're, you know, doing b2b sales, and you know that multiple decision makers have to be involved, you're going to have that question in the script already in the framework already. So you probably would have addressed that, then you figure out when they're available, then you go in for booking that appointment, then you lock the appointment, and then you continue from there, right? And I'll go into number five, and then I'll turn it back to you, you might as well for the five points here. Number five is not directly in terms of booking the appointment, as to your question, but I think it's something that needs to be addressed. Number five would be if you want to be consistent over the long-term with prospecting with scheduling appointments, and always having a full pipeline, you need to have that schedule into your calendar. So my rule number five, for every sales professional, even beginning entrepreneur, small business owner, would be to have ideally, two different times blocked out in your calendar, mornings and afternoons so you catch different types of people at different times in the day and have a blocked off whether it's 15 minutes, 30 minutes, an hour, where you're just doing outreach, prospecting, scheduling appointments, filling your pipeline. So that would be number five. So you always ensure a consistent [garbled]

Umar Hameed 17:13
Always prospecting.

Pouya Haidar 17:14

What are the five things that realtors need to pay attention to to get a yes?

Umar Hameed 17:15
What's kind of interesting, as some of the people that are leaders in real estate, their prospecting every day, even when they're like insanely successful is like, "Hey, I want to model this behavior to my people. And besides, I make a shit ton of money when I do that,"

Pouya Haidar 17:29

Umar Hameed 17:30
And so some people kind of go, "Oh, now I've made it, I'm gonna relax." It's like, that's a good way to drown. Keep swimming, baby.

Pouya Haidar 17:36
Absolutely. It's the actions that got you there, right?

Umar Hameed 17:39

Pouya Haidar 17:39
As long as you make in the actions that got you to where you are.

Umar Hameed 17:42
There's two main areas of weakness that salespeople have, not every salesperson but in sales organizations when I ask them, "But what's the area that you wish your people would do better?" Two answers always come up, get more appointments, and the other one is close. Get them near the finish line, they can't get them over. So right back at you with my things you recommend when you get to you've had the meeting and you're going for the clothes, what would be the five things that realtors or other salespeople need to pay attention to o get a yes, or to get a definite no, like, "Okay, this is not right for me." But how do you get a yes? What's the five ways to do that?

Pouya Haidar 18:18
Sure. Again, great question. And just to be very clear here, obviously, I've a lot of different frameworks that I teach and things that we work on with clients. So I'll do my best to deduce them into five specific points for the sake of this conversation.

Umar Hameed 18:31

Pouya Haidar 18:31
But we'll make it up as we go. Because I think this is essentially the way you would look at it. Generally speaking, step number one would be to look at the qualifying stage first. Now I know we're talking about the close. But I always say that qualifying is the second most important of any sales process and the second most important step of any sales process. And that's where you get the information. That's where you qualify individuals. That's where you really build that relationship. So I would say look at that process and make sure that process is really honed in. If your qualifying processes honed in your qualifying questions are honed in and you know what works for your business for your industry. That's how you're setting yourself up for success later in the close. So that would be step number one. Any thoughts? Comments, questions?

Umar Hameed 19:15
No, it sounds perfectly fine.

Pouya Haidar 19:17
Yeah. From the qualifying stage. Step number two would be, yeah, I'm going to skip to the close because obviously, all the different [garbled]

Umar Hameed 19:25
No, no, you're right. So the qualifying absolutely has to be there because if they don't have a need, don't have the right timeline, don't have the budget, then it's no point doing, so let's say we've got all of that. So qualifying is absolutely critical. That's like a beta and now we're going to actual product. So what would be the five things when you get to the, you know, they got a problem, you know, they got a timeline, they got a budget, and you know how to make decisions. How do you get over the finish line?

Pouya Haidar 19:49
Sure. So again, I would still say, number one would be to have qualifying done correctly to have the...

Umar Hameed 19:55

Pouya Haidar 19:55
...right questions, get their needs their wants to get all that information from the very beginning. The second thing would be within your presentation or demonstration of your product service, whatever it is that you're selling, you're showing the house, whatever it might be, depending on what industry you're in, you want to figure out their main buying motive, the number one thing that they're looking for. What is it is usually one general thing, all the other little things are under that same umbrella. What is the one problem they're looking to solve? If you can figure out that one problem and present the solution for that, it's very natural that you should get the deal, you should get the close. So I would figure that out. That would be step number two, figuring out the main buying motive, that's obviously going to come mainly out of your presentation or demonstration aspect of the sales process. But again, in the close, you need those steps in check,

Umar Hameed 20:41
Right. Absolutely.

Pouya Haidar 20:43
Yeah, that would be number two. Number three would be having offers or prices or packages that are for lack of better words, irresistible, right?

Umar Hameed 20:53

Pouya Haidar 20:53
How do I offer pricing and packages that really over deliver and value, right? Warren Buffett has a quote, "Price is what you pay, value is what you get," right? Now he's talking about investments. He's talking about companies that he buys, but the same transfers directly into sales. And into business. It's like any other business, right? So price is what they pay, whether that's a lower ticket item, a higher ticket item, it really doesn't matter value is what they get. So ensuring that they're getting 2,3,5,10,100x return on that investment is going to be a surefire way to get that deal. So...

Umar Hameed 21:25

Ask for the sale again.

Pouya Haidar 21:25
...what are your offer? What are your prices? What are your packages? What does all of that look like? Right? Number four, I would say would be to, I would say, ask for the sale. Again, going back to that always rule, same as the appointments, always go for the close, ask for the sale. Don't assume that they're not interested. Don't assume that this is not the right time. Yeah, don't assume that you know, they're not, they're not looking for moving ahead.

Umar Hameed 21:51
Right. Absolutely. Sorry to throw you off your game. But I just wanted to highlight that point. And...

Pouya Haidar 21:55

Umar Hameed 21:55
...it's shocking how many salespeople talk around the sale and don't say, "Are you ready to move forward?" And it's because that uncomfortableness about being a salesperson. Or issues around money that come up is like I don't want to seem greedy. Or if they really want to buy they'd say, 'Yes", they'd say, "No." You're the salesperson, it's your job to ask them not once, but multiple times, if they don't say yes, and not because you want to twist somebody's, somebody's arm to get it. But oftentimes, it's like they're so pre programmed to say, "Ah..ah..ah, I want to think about this. I want to do this. I want to do the other thing," when they actually absolutely need this thing to help themselves with a company grow.

Pouya Haidar 22:33
Absolutely. No, definitely agree with you. And just one additional tip under number four to go along with your point. A lot of salespeople don't ask for the sale because they are afraid to ask that direct question. Something that would help most salespeople as just do an option close, have more than one offer, more than one package, more than one service that you're providing. Most companies do have more than one teir package option. Even if it's as simple as just one model is different than another model. One teir is...

Umar Hameed 23:01

Pouya Haidar 23:01
...slightly more expensive or less expensive. Just presented as an option. "Mr. Customer, Mrs. Customer, or Mrs. Prospect, I guess, we have these two different options, my personal take would be this option works best in your case, this is what you're looking for this one solves your problem. Which option makes sense for you? Which option works best for you?" Very simply do an option close that way, you're not directly saying, "Are you ready to move forward?" or "Credit card or cash?" You know, just asking the direct question [garbled]

Umar Hameed 23:01
Option is it's makes it much safer.

Pouya Haidar 23:03
Exactly, exactly. It just helps. So you know, if you're a beginner salesperson or really afraid to ask for the sale, the option close is always a solution. Just present two different options. I would always say give your expert recommendation because you're the expert in that space. You're the expert in that industry, right? So provide your expert opinion, you guide the conversation, tell them what option you recommend and why always give it the why as well. And then ask the question and leave it to them, right? So...

Umar Hameed 23:57
Absolutely. Brilliant.

Pouya Haidar 23:59
That's number four, yeah.

Umar Hameed 24:00
And number five. Can we bring it home with number five?

Pouya Haidar 24:03
Yeah. And number five would be obviously naturally everybody's thinking now, "Okay, I did all of that. I did the four steps I asked for the sale, but they're gonna give me objections, how am I still gonna overcome these objections and be able to close the deal?" Well, number five will help you do that. To sum it up very easily. And very quickly. I would say you want to isolate the main objection. Now there are a lot of different frameworks that I teach around objection handling around getting the deal done closing all of that. It's a lot to talk about, but very simply put, you want to isolate the main objection, that would be step number five. So if you can be genuinely curious, genuinely, not fake, not...

Umar Hameed 24:40

Pouya Haidar 24:40
...orchestrated, genuinely curious in your prospect and in their needs. And continue to dig deeper, continue to ask questions, continue to genuinely get a better understanding around their current situation and the reasons they would have to move forward and the reasons they would have not to move forward, right? You will eventually uncovered that hidden objection. The number one objection, that is really genuinely holding them back. So you've...

Umar Hameed 25:03

Pouya Haidar 25:04
...objection. Exactly. And as long as you handle that one objection that you've isolated, the deal should be a close. And that would be number five.

What is the difference between mindset and skill set in sales?

Umar Hameed 25:12
Absolutely. I'm just gonna, under supporting all that you said is very much when I'm chatting with someone who's like, okay, so this is not happening. But how's that impacting you? And they give you like, "This has impacted me in this way." What's that costing you? What's the emotional impact? And all of those things really add up? And once you get three or four of those things, it's like, "Oh, my God, our efficiencies down. So the CEO is looking at me, like, I don't know what I'm doing. So I could be fired," lots of emotions there. "What's the impact? " "I'll be losing $200,000 a year." And you'd list those and when you go at the end, and it's like, "Okay, you were telling me so I've got this while I'm taking knows that this thing is causing you this issue? Is keeping you up at night? It's costing you $200,000, this is costing you $300,000. Sounds like you got like a million dollar problem. Does that sound right? The numbers you gave me?" "Yes." "And it sounds like you really need to fix this? How would you like to get started?" is usually what I do is because gonna sum it up at the front. But it's very much I think what you said throughout both is like, it's not about you, it's about the person that you are helping, it's about them their world, what are they seeing? What are they doing?

Pouya Haidar 26:21

Umar Hameed 26:21
So before I get to the last part of the interview, which we'll talk about you and your service, do you have any questions for me? On the mindset portion of sales?

Pouya Haidar 26:31
Yeah. I think something that would intrigue me is to know your perspective, I feel like we're very similar in a lot of ways. I think we have a similar outlook, which speaks to both our experiences. Because a lot of people as you know, in the sales and business world, talk from a place of theory or books,

Umar Hameed 26:46

Pouya Haidar 26:46
it's very noticeable. And then there are a few people that talk from a place of experience. And I can tell from yourself that you have that experience. And so for that reason, just from the natural experience that we have in sales and business, we have a lot of the same thinking. I think we agree on most things, where we might have slightly different opinions is the value of the mindset versus the actual skill set or the training, so I'd be intrigued to know your thoughts. Turning the interview here for a second, asking you the question, what would be your thoughts on, you know, what's more important? You know, the right mindset, the motivation, I guess, the right energy, enthusiasm, or the nitty gritty skills, having the process, the framework, the ability to ask the right questions, the closing all these different things, I mean, how do you see that?

Umar Hameed 27:32
Out of the two, I think mindset and confidence is way more important. But you'll only reach a certain level of success with that. But you'll be more successful than maybe the average salesperson, in which can go, "I'm doing really well." But that process is absolutely critical and the skill set in selling. And I think when you combined the two is where you get magic. And one thing is that salespeople hate is process. "Hey, man, let me sell you want me to do the process, you want me to sell? You want me to feed information to the CRM and you're me to sell?" "No, I want you to shut up and do this." And here's why. It's because you as a manager, Pouya, is you can only help people if you know what process they using. And so let's say you got someone that is doing okay in this five step process, you know, "Oh, it looks like on step two, you're not doing that as well as you could. Let's coach around that, let's get mindset right around that. And soon as we do that, all of a sudden, your close rate goes up by 30%." And as a way, let's tweak number, step number four, you're doing great but let's tweak that and it brings up another five points. So I think it's that combination of the two. If I had to pick one between the two. I think chutzpah, that confidence is like killer, but without process and skill set, you're gonna be a diamond in the rough.

Pouya Haidar 28:47
Yeah, yeah. No, that's interesting. I think you laid that out pretty well. I think that confidence is definitely necessary, that confidence in that conviction. I've always said this since the beginning of my career in sales, and I said to this day, your prospects borrow your conviction, they borrow your confidence. So it's absolutely necessary. I mean, you can't have a great closer sales assassin, as I like to call them without the confidence and the conviction, it's just not possible. That being said, just to throw a little wrench in the wheel here, my first mentor used to say, and I'd love to hear your thoughts on this. My first mentor always used to say, "If you have a room full of motivated individuals and you know, motivated, they're on the tables, they're rocking, and they're rolling, but they're not trained, and they don't know what to do. All you have is a bunch of motivated idiots." So that's...

Umar Hameed 29:32

Pouya Haidar 29:32
...also a very, you know, direct outlook on that. But that's where I also feel, you know, the training, the self education, really getting your skills up to par is also necessary because confidence alone won't get you to...

How do people work with you?

Umar Hameed 29:45
Agree. Both. It's a blend of both. And so I was just working with this company as construction company, the founder started 50 years ago. And so the President said, "Okay, Umar, we really need you to help our leadership team be a lot more effective in what they do. We're already really good. We want to be frickin fabulous. And so but you got to talk to the owner of the company." So we have a nice 40-minute conversation. I said, "I'm gonna need to think about it." And so then we have a meeting with the President and the CEO, the founder on Zoom, it's like an hour meeting.

Pouya Haidar 30:20

Umar Hameed 30:20
And he goes, "Umar, we've decided to go for you for one reason." And I go, "Do you know what that reason is?" And I go, "No, what's the reason?" "Passion, you had passion, and I'm trusting in your passion, you're going to do a good job." And so you know, people apply for different reasons. So Pouya, obviously, you're a master at your craft, how do people work with you?

Pouya Haidar 30:40
Yeah, great question. I mean, you can find me on any platform, you can find me on any of the social platforms just look up Pouya Haidar, that's my username on everything. I have a YouTube channel as well that I love to provide just free information, love to give back. So that's a good starting point as well. I probably have two-hundred and thirty-fifty plus videos on there, I'm not sure exactly. But there's a ton of content there where you can start from, and you can also just go to pouyahaidar.com, see a lot of the different clients that I work with, all over the world in different industries. And you can fill out a quick application there and hop on an introductory call with my team. Chat more if we can help you, I'd be more than happy to hop on with you and add value.

Umar Hameed 31:16
Brilliant. So a couple of questions, what brings you joy in your work?

Pouya Haidar 31:20
Yeah, great question. I think you sort of said passion a few minutes ago, and I thought about exactly this, this point right here. So I'm glad you asked, I genuinely believe to have long-term success. You need longevity, you need to be in that space, or in that thing for quite a long time

Umar Hameed 31:36
Be a master. Yeah.

Pouya Haidar 31:37
Exactly. To achieve that level of mastery, and to have longevity, I believe you need passion or purpose. So I've always been a fan of following your purpose, following your passion, following your natural inclinations. Now, when you're young, it can take some time to figure those things out and really figure out what you do best. Once I was at a conference, this might help some of your viewers.

Umar Hameed 31:58

Pouya Haidar 31:58
And I was just sitting VIP right at the front of the stage, which I always like to do, just so I have more access to connect with people.

Umar Hameed 32:04

Pouya Haidar 32:04
One of the speaker's was actually Steve Harvey, the gentleman who was on TV all the time. So he was talking about passion, purpose, your gift. And the way he defined that, as he said, your gift is what you naturally do better than most people. And that...

Umar Hameed 32:04

Pouya Haidar 32:18
...stuck with me. And at a very young age, obviously, when I heard that. And that's what I always wanted to pursue. I've always been just naturally good at communications, sales, all these different things that sort of came together, which led me into really investing in myself to self education path. And I always talk about self education is more valuable than formal education. My first mentor used to say formal education can make you a living self education can make you a fortune. And I still believe...

Umar Hameed 32:44
Oh, yeah.

Pouya Haidar 32:44
...we got to this day. And you know, that's, that's where the passion the purpose is, for me. That's why I love the work that I do. It's all been a natural progression for me.

Umar Hameed 32:51
I love it. What is one mind hack you want to share with our viewers and listeners that would allow them to be better, stronger or faster? [Garbled]

Pouya Haidar 33:01
Yeah, sure. I think in today's world, the number one thing that I would point to is focus. In today's noisy world focus is a superpower. Being able to do deep meaningful work, focused work, like I mentioned earlier, block off time in your calendar to do your prospecting, to do any aspect of your sales process or business that moves the needle. So not...

Umar Hameed 33:20

Pouya Haidar 33:20
...busy work, not just, you know, get make yourself seem like you're busy, but actually being productive in your day. And you only do that by really blocking time out by really moving time out of your calendar. So I would say focus, I think the most successful salespeople and entrepreneurs are people that are directly focused on their work and get the job done every single day.

Umar Hameed 33:39
Brilliant. Is there a question I should have asked you that I did not?

Pouya Haidar 33:43
I don't believe there is. I mean, we could talk for hours and hours. And we could talk...

Umar Hameed 33:47

Pouya Haidar 33:47
all day long. So...

Umar Hameed 33:48
I'm already envisioning part two of this coming up soon.

Pouya Haidar 33:51
Absolutely. I would be more than happy to come back. I've enjoyed this conversation. I think you're genuinely did a great job at breaking down to the nitty gritty. All the different things that will help your audience in the actual sales process and the actual step by step that we came up with today. The different frameworks that we put together as a team here. So I don't think there's a question that you should have asked me. Yeah, I believe I've really shared anything that I wanted to share.

Umar Hameed 34:15
Brilliant. Thanks so much for being on the program. Enjoyed having you. We'll have you back again. And have a kickass amazing day.

Pouya Haidar 34:22
Likewise. Appreciate your time.

Umar Hameed 34:28
If you enjoyed this episode, please go to iTunes and leave a five-star rating. And if you're looking for more tools, go to my website at nolimitsselling.com. I've got a free mind training course there, that's going to teach you some insights from the world of Neuro-Linguistic Programming and that is the fastest way to get better results.

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