Barry Maher Sales Articles Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/372/Moving-Past--Rejection-Speaking-of-Motivation.html http://www.evancarmichael.com/Sales/372/Moving-Past--Rejection-Speaking-of-Motivation.html Moving Past Rejection: Speaking of Motivation Do you find rejection a problem? Then this article is for you. http://www.evancarmichael.com/Sales/372/Selling-and-Closing-Using-Product-Negatives.html http://www.evancarmichael.com/Sales/372/Selling-and-Closing-Using-Product-Negatives.html Selling and Closing Using Product Negatives Don't be afraid of potential negatives. They can be your strongest sales too. http://www.evancarmichael.com/Sales/372/Selling-with-Humor-and-a-Sorry-Butt.html http://www.evancarmichael.com/Sales/372/Selling-with-Humor-and-a-Sorry-Butt.html 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. http://www.evancarmichael.com/Sales/372/Why-Do-I-Charge-So-Much-Because-I-Can-Motivating-with-Value-Not-Price.html http://www.evancarmichael.com/Sales/372/Why-Do-I-Charge-So-Much-Because-I-Can-Motivating-with-Value-Not-Price.html "Why Do I Charge So Much? Because I Can." Motivating with Value Not Price Never mealy-mouth around a potential negative. No lie, truth is the ultimate sales tool. http://www.evancarmichael.com/Sales/372/Managing-and-Motivating-Imperfect-People-Basic-Selling-for-the-Workplace.html http://www.evancarmichael.com/Sales/372/Managing-and-Motivating-Imperfect-People-Basic-Selling-for-the-Workplace.html Managing and Motivating Imperfect People Basic Selling for the Workplace When you can't find perfect people, how do you perfect the people you do find? http://www.evancarmichael.com/Sales/372/Selling-as-an-Expert-Witness.html http://www.evancarmichael.com/Sales/372/Selling-as-an-Expert-Witness.html Selling as an Expert Witness When a salesperson pushes against a prospect, the prospect pushes back. And the salesperson loses. When the prospect pushes against the salesperson, the salesperson loses. To avoid pushing and being pushed, expert salespeople present themselves as expert witnesses. http://www.evancarmichael.com/Sales/372/Sell-the-Whole-Story-and-Motivate-Everyone-to-Buy.html http://www.evancarmichael.com/Sales/372/Sell-the-Whole-Story-and-Motivate-Everyone-to-Buy.html Sell the Whole Story and Motivate Everyone to Buy Are you selling the whole story, inside the company as well as outside? http://www.evancarmichael.com/Sales/372/Making-the-Skeleton-Dance-Bragging-about-the-Negatives.html http://www.evancarmichael.com/Sales/372/Making-the-Skeleton-Dance-Bragging-about-the-Negatives.html Making the Skeleton Dance: Bragging about the Negatives Truly great salespeople don’t hide stumble over potential negatives and they certainly don’t hide them. Truly great salespeople use potential negatives as selling points, even bragging points. You can—and should—do the same. Make the skeleton dance. And the next time a prospect asks you about the price of your software, don’t mealy-mouth and don’t apologize. Brag about that price tag: the higher the price, the more effective the brag. http://www.evancarmichael.com/Sales/372/Developing-a-Sales-Compensation-Plan-in-Tough-Times.html http://www.evancarmichael.com/Sales/372/Developing-a-Sales-Compensation-Plan-in-Tough-Times.html Developing a Sales Compensation Plan in Tough Times Four key questions for developing a sales compensation plan in tough times. http://www.evancarmichael.com/Sales/372/Bragging-about-the-Negatives--and-Speaking-of-Positive-Sales-Motivation.html http://www.evancarmichael.com/Sales/372/Bragging-about-the-Negatives--and-Speaking-of-Positive-Sales-Motivation.html Bragging about the Negatives and Speaking of Positive Sales Motivation If you can't get rid of the family or company skeleton, you might as well make it dance.