29. Trust is the Ultimate Sales Tool With Barry Maher
[spp-transcript]
Barry Maher
Trust is the Ultimate Sales Tool
As a speaker or a consultant, Barry Maher is hired to get results: to improve productivity and attitude and ultimately, the bottom line. Those clients include organizations like ABC, the American Management Association, AT&T, Blue Cross, Budget Rent a Car, Canon, Colgate-Palmolive, Cessna, Hewlett-Packard, Infiniti Automotive, Johnson & Johnson, Lufthansa Airlines, Merck, the National Lottery of Ireland, the Small Business Administration, the U.S. Government, Verizon and Wells Fargo. Barry has appeared on the Today Show, NBC Nightly News, CBNC and hundreds of television and radio stations. He’s frequently featured in publications like USA Today, the Wall Street Journal, the New York Times, the London Times, Business Week and what he insists is his personal favorite Funeral Services Insider.
During my conversation with Barry he shares:
- How to truly put ourselves in the customer’s position
- How he measures customer service levels
- Why most CEO’s think their business is customer-centric but it’s not
- The key to identifying staff training needs
- How to inspire, motivate and engage staff to increase productivity
- A powerful example of an organisation whose vision is matched with their staff’s life goals
- Why honesty is a powerful sales tool
- How he spends almost nothing on marketing
- How to generate a business that creates more business
- Common mistakes when starting new business
- Tips for attracting customers and increasing profitability
- How to do suggestive selling correctly; and
- His powerful 5-point list to achieve more freedom in business
Barry’s Example Of A Customer-Centric Business
Selected Links For This Episode
- www.barrymaher.com
- Barry’s Book – No Lie: Truth Is The Ultimate Sales Tool
“Everyone knows customers are important. But we’ve all been customers, how often do we feel like we’re important? Often it’s more like that phone message ‘because we value your business, please continue to hold’. Huh? Because we value your business we’re going to reduce your productivity so we can improve ours? That’s not making the customer feel important”-Barry Maher
“Make your people feel important. If people think you have high opinion of them they’ll do almost anything to maintain that opinion”-Barry Maher
“When I ask business owners ‘How many of you think your people can achieve more than they believe themselves?’ Everybody raises their hand. Show them that vision of what you think they can become. Make them feel important. Build them up”-Barry Maher
On staff motivation “Sit down with your staff and talk with them. Show them how your vision for the company can help them get wherever it is that they want to go. How your vision for the company can make their dreams come true”-Barry Maher
“It’s a lot cheaper to retain a customer than to get a new one. It’s a lot easier. The customer is already comfortable with you”-Barry Maher
“If you can get it so your business is generating more business, you’ve got yourself a perpetual motion machine. You do that through the quality of the product and the service that you provide. That’s your best marketing”-Barry Maher
“When I feel that I’m getting too wrapped up in my work, I’ll make a list of the 5 things I consider most important in my life. Then make a list beside it with the top 5 ways I’ve spent my time in the last week and compare those two lists”-Barry Maher
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