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Empathy
When your customer feels understood they are more open to influence. Ability to read people, feel what they are feeling What is it? Understanding a need is as good as fulfilling it. People buy what they need from salespeople who understand what they want. Empathy leads to sensory acuity – “Unlike the mind, the heart finds it difficult to lie.” Robert Cooper.  Empathy leads to trust – It makes the connection. Integrity

Moving Past Rejection: Speaking of Motivation
Do you find rejection a problem? Then this article is for you.

Selling with Humor (and a Sorry Butt)
Obviously you have to be careful with humor in sales. But sometimes a sorry butt can be your best friend.

Other barry maher Related Articles

Calvin Conquers America: The Rise of Calvin Klein Ltd.
When he was 26 years old, Klein finally decided to stop taking apprenticeships and to venture out onto his own. With $2,000 of his own money that he had saved and a $10,000 loan from his friend, Barry Schwartz, Klein founded Calvin Klein Ltd. Schwartz became a partner and the two set out to make Klein’s dreams come true.

Company Stages Revisted
A few days ago I wrote about the transition from a small to medium to large business. I had a few people write to me with additional questions, including requests to define the sizes, talk more about the issues during the transition, and make suggestions about how to address things. One of the notes came from a long time friend – Barry Culman – who is currently the president of SPADAC (Spacial Data Analytics Corp.) I’m not involved in SPADAC, but Barry shared a framework that he used recently at a management retreat to explain his view of the evolution of a company. Following is a quick summary of the stages according to Barry.

10 Commandments of Yellow Pages Advertising
From the author of "Getting the Most from Your Yellow Pages Advertising," the best selling book on the subject, just released in a completely revised third edition. As TIME magazine writes, "Barry Maher has helped thousands of small Businesses get the most cost effective yellow pages advertising possible."
Further to the Barry Bonds Post . . .
The response to the Barry Bonds post through both the PI Blog as well as e-mail has been tremendous. Be sure to check out the comments that have been posted (with more to come), as they are indicative of the prevalent attitudes amongst stakeholders in terms of the Government of Canada’s Shared Services strategy. One question that I am often asked is if “concern with the GoC program is solely an issue of access and lost revenue opportunities,” or if there are “broader implications” that elevate the negative pushback from one centered on entitlement. Specifically, are SME complaints tied solely to fears of lost revenue opportunities (which some consider to be self-serving), or is it indicative of a true erosion of “best value” products and services availability.

Pulling Back the Curtain on New York Times Book Reviews
At a Harvard University speech New York Times Book Review Editor Barry Gewen revealed unknown details about The New York Times Book Review’s “inner workings.” Authors wanting to get the scoop on the process will find insight into the minds of the reviewers at “The Gray Lady.” These inside secrets from that speech and gleaned from other sources may give authors a better idea if their book ever has a chance at making the cut

Bounce! by Barry Moltz
We all love to share our success stories in business. But, there is so much to learn from our failures. One key to learning from our failures is to be prepared for failure, develop the humility to deal with problems and develop the keys that we need in order to be resilient. Barry Moltz explains how to do these things in his book - Bounce! Failure, Resiliency and Confidence to Achieve Your Next Great Success.
Rod Stewart and Barry Manilow Could be Your Veteran Salespeople
Barry Manilow dominated the 70's with hits like "I Write the Songs" and "Copacabana". Rod Stewart dominated the 70's and 80's with hits like "Tonight's the Night" and "Hot Legs". But they are far more alike than that. They are both skinny 65 year-olds with coiffed blond hair and in the last few years received horrible face lifts. Oh yeah, women love them. Could they be the same guy? Were they separated at birth? And they both behave like veteran salespeople!

Sales Lessons from the Grateful Dead - Insurance Sales Training
Break down the barriers between you and your customer by being easy and approachable. Can you ever imagine bandleader Jerry Garcia saying, “Sorry, that’s not our policy.” Guess what? Customers don’t care about your policy. So remove any thing or anybody who delivers that message to your customer. Based on the book by Barry Barnes, PhD "Everything I Know About Business I Learned from the Grateful Dead."

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