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

Wes Schaeffer
October 03, 2019

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

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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”