Hello
Everyone:
This month I'd like to ask a favor. Used book sellers on Amazon.com have somehow
obtained 51 copies of my recent book, No Lie: Truth Is the Ultimate Sales
Tool and are selling them for as little as 70 cents each. That's not a misprint,
70 cents!
Since the book hasn't been out for long and since these copies are
listed as "new" or "like new," neither the publisher, McGraw-Hill nor I have been able to
figure out where they came from. But with the list price on the book
at $14.95, we'd very much like to get them off the market.
Rather than buy them up myself, I thought I'd give you first shot at them. Then
I'll buy up the remainder at the end of the month.
So if you're interested, this is a great opportunity to pick up a copy of No Lie at a
ludicrously low price. And you’ll be helping me
out at the same time. Obviously I don’t make any royalties on these sales, but just
getting them off the market is enough. Thanks.
Here’s the link to the page
on Amazon.com for "new and used" copies of No Lie from used book sellers.
And thanks to all of you who participated in the promotion of my novel,
Legend, last month. As I said then, it's a book that summarizes all I've
been talking about for the last 15 years. I hope you enjoy it.
All the Best,
Barry
Everyone
Deals with Rejection: Motivating Towards Success
By Barry
Maher
Maybe you’re in sales or in management or you’re an entrepreneur. Or
maybe you’re
"just an employee"—one of those under-appreciated types who usually make the
difference the success or failure of the organization. No matter what you do, this month’s article is
for you.
A few years
back, Selling Power magazine did an feature on me. The opening caption
read, “To his powerful and famous clients, Barry Maher is simply the best sales
trainer in the business.” Now as many of you know, I write and speak and consult
on a lot of issues that have nothing to do with sales—communications,
management, leadership, etc. Even so, since Selling Power is one of the
top sales publications in the country—maybe in the world—I thought that quote
was pretty great. I still use it every chance I get. I work it into casual
conversations, slipping it in cleverly and unobtrusively. Someone will say,
“Nice weather we’re having” or “Think the rain will hurt the rhubarb,” and I’ll
say, “Speaking of weather, I was wondering whether or not you’d heard that
Selling Power magazine said, 'To his powerful and famous clients, Barry
Maher is simply the best sales trainer in the business.'”
You need to be
subtle about it.
Well, now
that I’ve worked the quote in here a couple of times, let me say that shortly
after that article first came out, I decided—great and eminent figure that I
was—that I should give something back to the community. And directly across the
street from me was a community college that just happened to be looking for
someone to teach a class in basic selling to their 18 and 19 year old business
students. I’d cleared my speaking and consulting schedule to work on the new
edition of my novel, Legend, so I was going to be home and available for
the entire quarter. The salary was less than a pittance—maybe half a
pittance—but I didn’t care about that. I was giving something back.
I submitted
an application along with some basic support material. I took the time to walk
across the street to interview with the head of the business department. I never
mentioned the Selling Power article or a few other credentials that
seemed like overkill, but the hiring committee certainly knew that I’d worked
with many of the largest and most successful companies in the world, and that
I’d spoken to and trained groups of all types and sizes.
They hired
somebody else! They turned me down. ME! They rejected me. In favor of somebody
who’d probably never sold a single thing in his life and taught the course from
an astonishingly incompetent textbook on sales written by someone who didn’t
know a whole lot more than he did. REJECTION!
Motivating Past Rejection
The first lesson I would have tried to teach that class would have been about
rejection. Because we all get rejected. At a recent sales workshop—one I was
hired to do—I asked the attendees what they would like to get out of the
session.
“I hate
hearing no,” one woman said. “I’m sure most of us do. The best thing you
could do for us would be to tell us how we can hear fewer noes."
“Nothing could be easier,” I said. “Just make fewer sales calls. And in those
calls you do make, the first time the prospect says no, just thank him
and leave.”
Then I walked
over and—with a certain dramatic flare, I thought—scrawled on the whiteboard,
“Whoever Hears the Most Noes Gets the Biggest Paycheck.”
“What?” the
woman asked in confusion.
“Think about
it for a minute,” I said.
“No, I mean
what is that supposed to say? I can’t read your writing.”
So much for drama. “Sorry. It says, Whoever
Hears the Most Noes Gets the Biggest Paycheck. The leading salesperson in
the company is always the one who hears the most noes.
Even outside
of sales, the most successful people are usually those who hear the most
noes. Or are at least willing to hear the most noes.
This month's strategy couldn't be simpler: Start collecting your
noes as soon as possible.
#
# #
© Copyright 2005, Barry Maher, Barry Maher
& Associates, Las Vegas, Nevada
Find
out more about Barry's
great new book, No Lie: Truth Is the Ultimate
Sales Tool.
Find
out more about Barry's
highly-acclaimed book, Filling the Glass.
LETTERS
Dear
Barry,
I would be surprised if
you remember me from a Rhino Linings seminar you did. However, I just received
your "Sorry Butt" story and I realized that over the last 30 years I have been
doing the same thing on a daily basis. No lengthy story here just wanted you to
know that this advice works and works well. There are plenty of other
techniques, but none seem to be as much fun for me and my customers. I enjoy
your articles so please keep the hits coming.
Harry B. (Hap) Ray
Hi Hap:
It's astonishing to me how many
people never realize what a great
business strategy having fun can be. Thanks for writing.
Maybe I'll see you at next year's Rhino Linings franchisee meeting.
All the Best,
Barry
Dear
Barry,
Many
thanks for your words of guidance. I had the pleasure to listen to and meet you
recently on the Island Princess and was glad to hear we ‘sing from the same
hymn-sheet’.
I had
many years providing and managing a personnel development function for the IS
unit of a major UK government department before retiring from full time work a
few years ago. Although we all learn similar basic techniques, we develop our
own style and tailor the methods to suit our, and our client’s, needs. In time
we wonder if we are right or whether we have strayed too far from the given
path. Your ideas and anecdotes showed me that my ideas and methods are just as
valid now as they were when I started to develop my own individual style.
I have
visited your website and will review all pages – in time! I have added it to
‘my favourites’ and am sure it will prove to be a valued reference site for my
current consultancy role with the British Computer Society and tutor role with
the local tertiary college and university.
Again,
many thanks for your ‘expert’ words of guidance. I wish you all the best in
your future career and hope our paths meet again some time.
Yours
truly,
Glyn
Evans
United Kingdom
Thanks, Gil. Good to hear from you.
Those were fun sessions, though it would be hard not to have fun on a Hawaiian
cruise.
Speaking of cruises, if any of you happen to be on the February 13th, Royal
Caribbean Rhapsody of the Seas Cruise of the Caribbean, I'll be doing sessions
on "Filling the Glass," "Be Your Own Guru" and "Laughter Is the Shortest
Distance Between Two People."
All the Best,
Barry
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