About the book
In Predictable Closing, sales expert Ali Mirza guides the reader through the past, present, and future of sales.
Predictable Closing is for those that are seeking growth in their sales teams, and are tired of gimmicky one-line tips to get there. This is not that. Ali Mirza takes one through science and psychology-backed approaches to leading sales teams, to create a genuine mindset shift in the reader.
With Predictable Closing, you’ll find a catalyst for your sales team, taking back the reigns and achieving unbridled growth.
Salespeople have gotten lazy and they don’t SELL anymore. They want to do everything other than their actual job because it’s easier to find excuses and reframe their responsibilities, rather than take ownership of their lacking skill set.
What’s worse is that this problem was brought on by a previous generation of salespeople. That generation reframed the role and reinforced a narrative that has prevented current sales reps from understanding their actual role. They’ve been fooled into believing that what they do is actually sales.
Intentions shrouded with nobility and virtue signaling, using fringe examples of shady and unethical salespeople as the basis of their ‘crusade’ to soften sales, and thus our expectations of revenue attainment. This book explores how we got here and what the issues were. But more importantly, it will explore how we can stop this overcorrection.
About the AUTHOR
Ali Mirza
Ali Mirza is a sales expert who’s personally closed over $250 Million in sales throughout his illustrious career working with several Inc 500 companies and other rapidly growing startups. His work has been published in Inc., Forbes, Huffington Post, Business Insider, and more. He’s consulted with 100s of companies with 14 of them achieving the “Inc. 5000, Fastest Growing Companies” award with three of them having been acquired.
Before beginning his journey as the CEO of Rose Garden, Mirza served as a CRO at a Digital Marketing Agency and brought them into the Inc 500 award list after increasing the annual revenue from $2.5 million to $42 million. Mirza’s success can be attributed not only to his experience in sales – which dates back to his work as a life insurance salesman who led a team of 53 sales representatives – but also to his mindset.
His philosophy is simple: Sales methodology is an incomplete system if it is all logic-based.
He states, “People don’t make decisions based on logic. They use emotion and then justify it with logic.” This understanding of human behavior makes Mirza exceptional at what he does. Highly trained salespeople are meaningless if they are not held accountable – something that he ensures is the core of every team he builds.
Mirza’s company, Rose Garden, focuses on how founders can establish accountability within a sales team. He also believes there are no valid excuses for missing quotas. He states, “Circumstances are not the reason you can’t succeed; they are the reality in which you must succeed.
Main TakeAways
THE 3 MAIN TAKEAWAYS FROM THIS BOOK ARE
What people are doing today isn’t sales
What real sales is?
What we can do to get back to actually selling
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