How To Make Your Horses—and Prospects—Thirsty With Harry Maziar

There's No Such Thing As a Commodity To Professional Salespeople 

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Sales Tips you'll learn today on The Sales Podcast...

• Failed at retirement
• Why do apples turn brown?
• "Pop, are you talking to me?"
• "Cool Hand Luke"
• Failure to communicate
• Should you always be closing?
• The carnival barkers and hucksters
• The close is an integral part of the conversation
• Make the horse/customer thirsty
• Make friends and build relationships
• People want to buy from their friends
• Most salespeople fail to ask for the order
• They fear rejection
• Cold calls are no longer needed if you're not lazy

• There's no such thing as a commodity
• Differentiate yourself
• "Harry's Hints: the best tips don't work unless you do"
• Consistency vs. Creativity
• Show up on time, in time, enough times
• Have trinkets to leave behind
• Make friends with the receptionists and gatekeepers
• Be a good listener
• Talking is sharing. Listening is caring.
• The main problem all companies have centers on attracting, training, motivating, and retaining great people
• People will have 12 jobs today
• Recognition and Reward are fundamental
• Involve your people. Don't ignore them.
• Money is not #1 but it's important
• Keep doors open. Keep your people included in what is happening.
• Smart companies promote from within
• He wrote a 3-page sales letter every week for 27 years, each with a "Harry's Hint"

Links Mentioned In The Sales Podcast

• Get Harry Maziar's book, "Story Selling: Sage Advice and Common Sense About Sales and Success"
• Get a degree in Professional Sales from Kennesaw State University