Filling the Glass for Sales Success (and/or Sales Management Success):
Real World Tactics and Reality-Based Motivation for Increasing Productivity AND Job Satisfaction
Barry Maher is # 4 of The World’s Top 30 Sales Professionals in the prestigious Sales Gurus rating system.
“To his powerful and famous clients, Barry Maher is simply the best sales trainer in the business.”
“Barry Maher is among the most respected sales trainers in the world.”
—Sales and Marketing Insider
“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.”
—Nicole Terry, VP, Langson Development
“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.”
—Michael Liebing, North American Manager, Marketing & Sales, Mitsubishi
“Mr. Maher was able to come into our organization and immediately increase our sales.“
—John A. Henning, COO, Cameron Communications
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.
Never Underestimate the Power of a Little Incentive:
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 Dance:
Great sales professionals don’t hide potential negatives and they certainly don’t stumble over them. The great use potential negatives as selling points. They even brag about them.
Sell Value Not Price:
If you don’t establish value, you can’t sell a diamond for a dollar. Which might be what a diamond is actually worth. But after one of the greatest examples of selling value of all time, what a diamond actually sells for is another thing altogether.
Be Your Own Guru:
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.
Build the Relationship:
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.
Never Settle for Success:
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.
Start collecting your NOs:
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 collecting theirs.
Change the Scale:
It’s not how big it is, it’s how big it seems. Five gallons is a huge amount of dishwashing detergent. Unless you were considering—or 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.
Sure you’re anxious to reach your long-term goals. But the more enjoyable you can make the journey towards those goals, the more likely you and those around you are to be able to sustain the effort it takes to get there.
Fill the Glass:
Never settle for half empty or half full. Fill the glass. Ideally until your cup runneth over.
In Filling the Glass for Sales Success you will discover:
|• How you can rise from average to superstar;|
|• How to get most from every call. And give the most to your customer.|
Plus you’ll explore specific selling techniques that work with your company’s training:
|• To increase sales this week, this year, and in the years to come;|
|• To prove value AND add value;|
|• To turn potential negatives into selling points, even bragging points;|
|• To make selling more enjoyable for yourself and your prospects;|
|• And much, much more!|
Most importantly, you’ll discover how to gain personal and career satisfaction, writing more business while eliminating frustration.
Watch the streaming video
For longer, more extensive trainings: