the Glass for Sales Success (and/or Sales Management Success):
"Barry Maher is among the
most respected sales trainers in the world."
"Sales of our condominium units increased
40% after [Barry’s session] . . . There was also a dramatic change in [our
team's] attitude and energy level. Thank you.”
"As a person always on the lookout for something
genuine and worthwhile, [Barry's] words, creativity and success impressed me. I
feel that had I known of [him] before today, I would have been more successful."
Here are the strategies Barry selects from when customizing a Filling the Glass for Sales Success session for an organization. Which strategies are included and to what extent depends upon the needs of the organization and the length of the session.
Concentrate on the What's-In-It-For-Them and the What's-In-It-For-You will usually take care of itself. (Something we all realize but forget far too frequently.)
Make the Skeleton
You've got to take responsibility for your
own motivation. And you might want to start thinking of that as part of
your job description, part of what you were hired to do and part of what's
going to get you where you want to go. After all, Zig Ziglar can't be with
you when all those thousands of little decisions that lead toward your
goals or away from your goals have to be made.
This segment can include any number of verbal and non-verbal techniques for vastly increasing your "relatability” with prospects, customers and teammates. It may include rapport building, advanced mirroring, active listening, getting on the same side of the table, body language, tone, contradicting without conflict, handling objections painlessly, dealing with anger (in others and in ourselves), and a whole lot more.
What's the secret to success? There’s no secret to success. See how well you can perform if you perform as well as you possibly can, each day, each week, each month and each year. So you don't slack off when you're ahead of quota and don't give up when you're falling behind.
The most successful salesperson is always
the salesperson who hears the most NOs. Start collecting your NOs
as soon as possible. If you're in management, help your people start
It's not how big it is, it's how big it
seems. Five gallons is a huge amount of dishwashing detergent. Unless you
the salesperson got you considering—a
200 gallon drum. Perspective is everything. If you're 35 or 45 or 55 and
filled with regret over the chances you've let slip by, imagine how you're
going to feel when you're 85. And what you would give for the years of
opportunity you have now.
Fill the Glass:
Most importantly, you’ll discover how to gain personal and career satisfaction, writing more business while eliminating frustration.