Barry Maher Articles
"Why Do I Charge So Much? Because I Can." Motivating with Value Not Price - Click To Read Article
Never mealy-mouth around a potential negative. No lie, truth is the ultimate sales tool.
Speaking of Motivation Leadership and Success - Click To Read Article
Simple steps for turning an underperforming sales team into a great one.
Seven Habits of Highly Defective Sales Managers - Click To Read Article
While the best sales managers cover virtually every personality type imaginable, the worst--the very worst--seem to have a number of characteristics in common.
Sell the Whole Story and Motivate Everyone to Buy - Click To Read Article
Are you selling the whole story, inside the company as well as outside?
Selling as an Expert Witness - Click To Read Article
When a salesperson pushes against a prospect, the prospect pushes back. And the salesperson loses. When the prospect pushes against the salesperson, the salesperson loses. To avoid pushing and being pushed, expert salespeople present themselves as expert witnesses.
Selling with Humor (and a Sorry Butt) - Click To Read Article
Obviously you have to be careful with humor in sales. But sometimes a sorry butt can be your best friend.
Selling and Closing Using Product Negatives - Click To Read Article
Don't be afraid of potential negatives. They can be your strongest sales too.
Moving Past Rejection: Speaking of Motivation - Click To Read Article
Do you find rejection a problem? Then this article is for you.
Making the Skeleton Dance: Bragging about the Negatives - Click To Read Article
Truly great salespeople don’t hide stumble over potential negatives and they certainly don’t hide them. Truly great salespeople use potential negatives as selling points, even bragging points. You can—and should—do the same. Make the skeleton dance. And the next time a prospect asks you about the price of your software, don’t mealy-mouth and don’t apologize. Brag about that price tag: the higher the price, the more effective the brag.
Managing and Motivating Imperfect People Basic Selling for the Workplace - Click To Read Article
When you can\'t find perfect people, how do you perfect the people you do find?
Developing a Sales Compensation Plan in Tough Times - Click To Read Article
Four key questions for developing a sales compensation plan in tough times.
Bragging about the Negatives and Speaking of Positive Sales Motivation - Click To Read Article
If you can\'t get rid of the family or company skeleton, you might as well make it dance.
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