Filling the Glass: The Workshop
Motivational Speakers Are Not Enough . . .
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The strategies of Filling the Glass are designed to do more than help non-salespeople to sell their products, their ideas and themselves.
These strategies can help anyone:
Many of the
strategies are novel, some even counter-intuitive (Brag about the
negatives!?!). A few will sound familiar, reflecting things you may already
believe to be true, but probably haven't gotten around to making a part of your
life. The Strategies Make Peace with the Negatives. Every situation has its negatives, and you can make them work for you. Fill the Glass. Attitude is important. But reality rules. Become Your Own Guru. You're your own best guide. The most important decisions take place when Steven Covey can't be with you. Add Water. Far too often we keep our strongest selling points hidden. This segment includes tactics for presenting your ideas, your projects and proposals, and ultimately, yourself. Bring out the Prospect in Yourself. Looking inside and looking outside: includes tactics for empathy and understanding. Become an Expert Witness. Let the other side make their points, and help you make yours. Fail towards Success. Tactics for becoming a master craftsman— a master craftsman being someone who's already made every possible mistake. Brag about the Negatives. Make your biggest liabilities your strongest assets. Change the Scale to Make the Sale. Size may count, but it's not how big it is, it's how big it seems. Never Settle for Success. Keeping your goals from keeping you down: including tactics for making the journey even more enjoyable than the destination. All
the strategies, all the tactics, all the tips have been tested time after time
against the realities of the business world. They work. |
The techniques
Barry Maher originally developed to enable salespeople to sell with integrity
and yet “sell more, right now, in the account today” are every bit as
effective with the issues all business people face. 