The reason Maher scored a 5 is that if you're in sales even if it's just in the form of selling your ideas, vision or yourself you should read this book. It's by no means a definitive guide, but it is a must read.
When I first started in sales I was shocked to find my fellow salespeople, who considered themselves honest, fabricating stories to enhance perception or to create buying pressure.
This book gave me the confidence to sell strongly while maintaining complete integrity - without the need for ANY fabrication. Maher even shows a powerful, audaciously truthful way to close on the first appointment.
For me it wasn't so much about learning to build trust, developing a set of closes or techniques for presenting - although these are included in the book and are crucial for sales. For me, it was much more about striking a balance between loving the truth and actually earning serious dollars. (I once told my sales manager "I'd rather lose my job than lie").
Make Barry Maher more money so he can give you some tools to becoming a better salesperson - buy this book right now.
Product DescriptionA top Fortune 500 sales trainer shows how to transform the ugly truth into beautiful sales
No Lie--Truth Is the Ultimate Sales Tool introduces salespeople to a powerful new approach to winning customers' trust instantly and selling more, more, more. Drawing upon his years of experience training sales forces at Xerox, American Express, PepsiCo, Verizon, and other top shops worldwide, guru Barry Maher explains why the most effective salespeople know how to transform their product or service's negatives into positive selling points, or even bragging points.
Using fascinating and instructive real-world examples, he describes six proven strategies that let readers:
- Win customer trust, instantly, by telling the whole truth about a product
- Use that trust to transform a negative into a powerful selling point
- Compare a product's shortcomings with a competitor's advantages and come out on top
- Convince potential customers that a product's negatives translate into greater success and satisfaction
From the Back Cover Transform the ugly truth into beautiful sales
Afraid to talk to your customers about the potential negatives of your product or service? After you read No Lie--Truth Is the Ultimate Sales Tool, you won't be able to keep your mouth shut. This straight-talking primer for sales professionals introduces a powerful new approach to winning customers' trust instantly and selling more, more, more! And not just down the road but right now, in the account today.
Drawing upon his years of experience working with , Verizon, Budget Rent a Car, American Express, PepsiCo, and other top shops worldwide, sales guru Barry Maher shows you how to turn negatives into positive selling points, or even bragging points. Using entertaining, enlightening and even humorous "examples, anecdotes, case studies and pontifications," he details six proven strategies for turning lemons into lemonade. You'll learn how to:
- Win customer trust, instantly, by telling the whole truth about a product
- Transform negatives into powerful selling points
- Compare yourproduct's shortcomings with a competitor's strengthsand come out on top
- Prove to your customers howperceived negatives translate into superior performance and greater satisfaction
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No Lie - Truth is the Ultimate Sales Tool (Paperback)
I like this book because there is so much more going on in San Diego than you realize. This book opens some doors to what is happening. Some of the content may be a bit outdated, but it gives you great ideas on what you can look can look to do what you want to do for cheap.
