“Good salespeople don’t sell; they help people buy.”

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Harry Maziar is the consummate sales professional. He was the CEO of a sales organization with more than 2,000 representatives. He is the first Executive in Residence at Kennesaw State University and was instrumental in developing their Center for Professional Selling.

In this episode, we talk about:

  • Characteristics of successful and unsuccessful salespeople
  • Harry’s 25-year career in sales
  • Whether salespeople are born or made
  • Making friends and why it’s important in our field
  • Simplifying sales
  • Harry’s New Book, Story Selling: Sage Advice and Common Sense About Sales and Success
  • Embracing new ideas about sales

Check out the full episode!


It's Time to Sell Podcast Episode Sales Insights From 25 Years of Experience with Harry Maziar

Characteristics of Salespeople Who Failed

Most salespeople fail because of a lack of commitment and enthusiasm – not necessarily talent – and bad work ethics. There’s a quote that goes, “The best rules of success won’t work unless you do.”

 

It’s not rocket science – a salesperson needs to learn to do what he or she does better than anyone. Secondly, you need to do it to the best of your ability, and three, you have to be passionate.

Do people need to believe in the thing they’re selling?

More and more people today are loyal to purpose-driven brands.

If you’re not comfortable with your company or its philosophy, style, or methods of doing business, get the heck out of there. That’s not where you want to be.

If you don’t have confidence and enthusiasm for what you’re doing, how do you impart that to others? So if the fit’s not right, it’s wrong.

 

The Most Important Thing About Running a Business

The most important thing to running a successful business is simply to please your customer.

If you please your customer, everything else falls in. You can get a return on investment. You can get all the adequate measurements and points that you want. But it starts with your customer being happy with the product, being happy with you, with the service, with integrity and with the follow up.


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Story Selling: Sage Advice and Common Sense About Sales and Success (book by Harry Maziar)