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Barry Maher Articles



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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.

"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.

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?

Developing a Sales Compensation Plan in Tough Times
- Click To Read Article
Four key questions for developing a sales compensation plan in tough times.

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.

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.

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.

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.

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?

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About the Author


Barry Maher
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Barry Maher is a leading writer, speaker, trainer and motivator on sales, leadership, management and communication. He's appeared on the Today Show, NBC Nightly News, MSNBC and is frequently featured in publications like USA Today, The New York Times, The Wall Street Journal, the London Times and Business Week. Selling Power magazine declared, "To his powerful and famous clients, Barry Maher is simply the best sales trainer in the business." His client list includes ABC, AT&T, Budget Rent a Car, Blue Cross, Fox Cable Television, Johnson & Johnson, Merck, the National Lottery of Ireland, Verizon and innumerable smaller companies and associations. A keynote speaker and a workshop leader, Maher is also the author of "Filling the Glass," which was cited by Today's Librarian magazine as "[One of] The Seven Essential Popular Business Books. His other books include "No Lie: Truth Is the Ultimate Sales Tool," "The Prentice Hall Marketing Yearbook," the niche book "Getting the Most from Your Yellow Pages Advertising" and even the cult classic fantasy novel, "Legend." Contact him and or sign up for his free newsletter at www.barrymaher .com.
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Speaker, Trainer, Barry Maher - EvanCarmichael.com expert Barry Maher is a motivational keynote speaker and workshop leader, who speaks and trains on leadership, management, communication and sales. And when it comes to sales training, as Selling Power magazine writes, "To his powerful and famous clients, Barry Maher is simply the best sales trainer in the business."
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