Ask and You Shall Succeed!: The Master Closer Vs. the Super Salesman

By Osman Mamoor

ASK and you shall SUCCEED!-a code of professional conduct and powerful sequential formula that promotes an undeniable aura of success. Appearance, speech, and knowledge are the universal barometers in the court of public opinion. The master closer and the super salesman carefully craft their images with striking appearances. They exude irresistibly charming speech patterns designed to conceal the mechanisms of their cleverness. And they are intellectual authorities that promote a degree of unassailable credibility in their knowledge. Witness these two super sales heavyweights battle in a Mixed Merchant Arts championship bout that will determine the one true sales champion.

• Language: English
• Publisher: Xlibris US
• Release date: Sep 30, 2013
• ISBN: 9781493103591

Osman Mamoor

Osman Mamoor is a globe-trotting master closer and brilliant writer with over twenty years of successful frontline experience covering various facets of tangible and intangible sales. He endured and conquered the challenges associated with sales success and the crushing feelings of defeat in his Herculean climb to the top of the sales charts of life and business. From his humble beginnings in New York to his world escapades that sparked his desire to achieve sales mastery, Osman continues to rewrite sales history with powerful principles, professional presence, persuasive linguistics, and knowledge that is limited only by his inspiring imagination.

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Copyright © 2013 by Osman Mamoor.

All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without permission in writing from the copyright owner.

Rev. date: 12/02/2021

CONTENTS

Preface

Acknowledgments

Great Closers Aren’t Chosen—They Are Made

Introduction

- Two Sales Juggernauts (the Master Closer and the Super Salesman)

- The Champion vs. the Winner

- ASK and You Shall Succeed!

- The ASK Principle (Appearance, Speech, and Knowledge)

- The Two Pictures Theory

Round 1—Appearance

Seeing Is Believing vs. Believing Is Seeing

The Master Closer’s Appearance vs. the Super Salesman’s Appearance

Intermission: The Legendary Hero vs. the Necessary Evil

- The Master Legendary Hero / Master Anecdote

- The Super Necessary Evil / Super Anecdote

Round 2—Speech

Two Ears vs. One Mouth

The Master Closer’s Speech vs. the Super Salesman’s Speech

Intermission: The Master Mentor vs. the Super Tormentor

- The Mentoring Master Closer / Master Anecdote

- The Tormenting Super Salesman / Super Anecdote

Round 3—Knowledge

The Application of Knowledge vs. the Faculty of Knowledge

The Master Closer’s Knowledge vs. the Super Salesman’s Knowledge

Intermission: The Right-Brain Master vs. the Super Left Brain

- The Right-Brain Master Closer / Master Anecdote

- The Super Left Brain Salesman / Super Anecdote

Round 4—The BADASS Master vs. The Super JACKASS

The (Buoyant, Adept, Decisive, Assertive, Simple, Succinct)

Master Closer vs. the (Jaded, Antagonistic, Condescending,

Kooky, Aggressive, Superfluous, Sarcastic) Super Salesman

Intermission: The Autonomous Master vs. the Reliant Superstar

- The Autonomous Master Closer / Master Anecdote

- The Reliant Super Salesman / Super Anecdote

Round 5—CPR Circulates Cash Flow (Convince/Persuade/Retain)

Corporate Profit Resuscitation vs. Defunct Organizational Attitude

The Master Closer’s Conviction vs. the Super Salesman’s Deception

The Master Closer’s Persuasion vs. the Super Salesman’s Seduction

The Master Closer’s Retention Portfolio vs. the Super Salesman’s Reclamation Project

Intermission: The Master Rainmaker vs. the Super Storm Chaser

- The Rainmaking Master Closer / Master Anecdote

- The Storm Chasing Super Salesman / Super Anecdote

The Judges’ Scorecards

Conclusion

The ABCs of a Master Closer (The Who, What, When, Where, How, Why and Which of a Master Closer)

About the Author

Notes

To my beloved children, Elyas and Lara, who filled the emptiness of my heart the day they came into this world and into my life. No other father could be more pleased and no other father could be more blessed than this father who loves you both dearly. You both inspired me to greatness in this life because I would never allow the trials of life come between us. Everything I am and everything I have become is a result of knowing you were both my why in life. Why I persevered, why I took the pain, why I never left you and why I never gave up. All I had to do in my most difficult days was to gaze upon your pictures and be reminded why I work as hard as I do to give you both the life you both deserve. Stand tall, be brave, generous, loyal and honorable in the face of life’s challenges. Believe in yourselves as I believed in you and remember that you only fail in life when you stop trying, stop praying and stop dreaming. No matter how far apart or close we are, I will always be there in your hearts and you always in my prayers. The three words I uttered each and every day should never leave your hearts, Daddy loves you.

Remind thyself, in the darkest moments, that every failure is only a step toward success, every detection of what is false directs you toward what is true, every trial exhausts some tempting form of error, and every adversity will only hide, for a time, your path to peace and fulfillment.

—Og Mandino

Preface

The very first time I was ever sold on something was an idea that made complete sense to me during my early days selling cars. The idea that we are all capable of achieving more than we could ever imagine, if we just took control of three simple characteristics in our lives that essentially guide us through the arduous journeys to success. They inevitably dictate the outcomes of our efforts due to the fact that they are always on full display for the world to judge.

I think of it like driving a car at night on a dark unlit road. A road that is only illuminated by the car’s stationary headlights, which seemingly only gives us about 350 feet of sight. Looking beyond that visible distance into the darkness can be perilous, like looking at our future that has yet to come into existence. Or worse, looking behind us in the rear view mirror as we drive only reminds us of the past which dissolves away into the same darkness.

In reality, we can only control what we see in front of us in that spectrum of light we call the present. The present is where we can navigate the road and obstacles that may cause us to veer off the straight and narrow path. And just like time itself, our cars keep moving, whether we decide to hit the brakes and stop or not. This road or journey we call life must be travelled on with great care, so as to avoid the pitfalls that come our way. Therefore, proper attention must be paid to the way we display ourselves in the present, in order for success to manifest in our futures.

Upon contemplating this idea, I decided to set off on a personal journey in becoming professionally polished in appearance, proficient in multiple languages, articulate in speech, as well as purposeful in knowledge. I figured that since we are all defendants in the universal court of public opinion, then it is necessary to properly cultivate our appearance, speech, and knowledge in order to script our own success. It is, after all, in this order that we are all judged, perceived, and estimated. That was the defining moment for me when it all finally made sense. It was as if the veil of ignorance had been lifted, and in its place, positive reality manifested like a puzzle awaiting its final piece.

Afterward, I began to carefully study my career and the careers of other remarkable sales professionals I had been blessed and even cursed to come across in my career. It dawned on me that the best sales professionals were either master closers or super salespeople. However, they are always mentioned in the same breath as equals because of similar sales output even though they are absolutely nothing alike. Organizations are obviously motivated by the bottom line, so the top sales professionals are branded as indispensable even if their achievements were earned by less than ethical means.

People have primarily discussed the differences between winners and losers for centuries. What about the difference between champions and winners? It was at that point that I began writing about the discovery in order to present a simple principle for selling success and a true role model for aspiring sales professionals around the world to emulate.

There are many how-to books in the market today on closing sales, sales psychology, negotiating techniques, sales development, management, steps, and approaches. However, there’s nothing concerning the important contrast between individuals who have gained a mastery and supremacy over their respective fields. More importantly, understanding the underlying reasons why one is even more consistent and, therefore, more valuable than the other.

We as sales professionals need a legitimate measuring tool of sorts in order to gauge performance on excellence. To achieve the impossible feat of perfection, one must know who represents excellence, not what. Knowing who the best is sets a benchmark and creates distinction, admiration, intimidation, and vital competition.

Human beings are inspired creatures in need of role models and mentors, not ambiguous instructional guides open to interpretation. We emulate role models because they transcend the brand by becoming the brand. For example, most sales books will teach you step-by-step how to play like Michael Jordan whereas this captivating book will show you how to become the Michael Jordan of sales. Remember, it is not just what you say and how you say it but also the way you appear when it is said.

Being an elite sales closer isn’t a genetic predisposition you and I are born with. It is a reputation and recognition of an undeniable aura of success that is earned, developed, mastered, and executed naturally with remarkable consistency.

So any ambitious salesperson can learn to become an outstanding closer. But very few actually develop their skills to such an extraordinary degree that they inevitably become an integral part of a company’s long-term success and profitability. They are the master closers—the rainmakers that are sought after, recruited, and certainly desired by all. They are the select few authors of talent who control the levers of cash flow within organizations that make the dreams of corporate market expansion possible by generating maximum returns on investments and walking billboard–client retention.

In contrast, one bearing comparable skill can be categorized as a money-generating mercenary or hired gun who skillfully drives a company’s profits through the roof, so to speak, while leaving behind a destructive trail filled with devastating potholes. I refer to these skilled sales executioners as super salesmen. They bring a whole new meaning to the expression churn and burn as they plow through prospects as if the marketing-generated flow of opportunities is endless.

So it’s clear—the qualities of the person or people who represent the brand or product become more vital to a company’s success than just effective and elaborate marketing campaigns geared to generate such opportunities. Organizations who fail to differentiate between the master closer and the super salesman often register two unique revenue-generating results with very discernible differences. The residual consequences of such may directly promote, reflect, challenge, or even expose a company’s reputation,