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"No Lie - Truth Is the Ultimate Sales Tool" by Barry Maher

A 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.

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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

Contents

Preface Turning Negatives into Selling Points

Chapter 1 Making the Skeleton Dance

Chapter 2 You Are Your Most Important Customer

Chapter 3 Skeleton Protocol Step 1: Becoming Your Most Difficult Prospect

Chapter 4 Skeleton Protocol Step 2: Finding the Positives in Every Negative

Chapter 5 Skeleton Protocol Step 3: There’s a Reason for the Negative

Chapter 6 Skeleton Protocol Step 4: The Negative’s Other Edge

Chapter 7 Skeleton Protocol Step 5: More Expensive, Less Reliable, and Proud of It

Chapter 8 Skeleton Protocol Step 6: Balancing Act

Chapter 9 Skeleton Protocol Step 7: Becoming the Ultimate Benefit

Chapter 10 When the Truth Kills the Sale

Chapter 11 Tell, Sell, the Whole Story, Phinneas

Chapter 12 Become an Expert Witness

Chapter 13 Putting Those Negatives in Perspective

Chapter 14 Sex, Rejection, and Several Assorted Butts

Chapter 15 Give It a Shot: Closing Made Simple

Index

with TOC BookMarkLinks

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