Category Archives: Sales

Sales Techniques: How To Begin A Presentation

What You Say When You Want To Start The Sales Process by Gene Griessman, Ph.D. Here’s a terrific opener that professional speaker and author Ken Futch recently shared with whatyousay.com. You may be able to use it as a template … Continue reading

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Doing Business With Americans: Time consciousness

If You Want To Do Business With Americans, Pay Attention To The Clock And The Calendar by Gene Griessman, Ph.D. If you come from a society that’s nonchalant about deadlines and appointments, you will need to leave that kind of … Continue reading

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In Sales and Negotiation, Sometimes It’s What You Don’t Say That Matters

Sales And Negotiating Advice: Don’t Un-sell By Talking Too Much Whatyousay.com loves the advice of Mark H. McCormack, author of “What They Don’t Teach You At Harvard Business School.” In case you don’t recognize his name, or you didn’t read … Continue reading

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Mark H. McCormack on Negotiation: “Let the Other Guy Go First”

What You Say When You Negotiate A Price by Gene Griessman, Ph.D. Whatyousay.com is taking yet another look at the sales-and-negotiation classic “What They Don’t Teach You at Harvard Business School” by Mark H McCormack. In case you don’t know … Continue reading

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How To Close A Sale: Let The Prospect Say “No”

Sales Advice From Mark H. McCormack: Let The Prospect Say “No” Many sales managers and trainers will tell you not to let prospects say No. I know that’s what I was taught, and still believe to a certain extent.  Once … Continue reading

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Negotiating and Presentation Skill: “A Rose By Any Other Name…”

Tips for Sales and Media Presentations: “A Rose By Any Other Name…”  by Gene Griessman, Ph.D. If it’s a rose, don’t call it a carnation. Call it by its correct name. You may write an elegant letter or make a … Continue reading

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Sales Tips: How To Close

What You Say When You Make A Sales Presentation. For advice about the sales process, we asked a super-salesman who is now retired if he would share some of his sales techniques.  He agreed, on the condition that we would … Continue reading

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Writing A Letter or Selling An Idea: Give Your Idea A Good Name

What You Call It Is A Crucial Part Of What You Say by Gene Griessman, Ph.D. You can write beautiful business letters yet be unsuccessful if you give your ideas the wrong name.  Ditto for sales presentations. Do careful research.  … Continue reading

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Sales Skills: How To Deal With An Objection And Close The Deal

How To Sell: Differentiate Yourself From What’s Been Tried Before Here’s a technique that has been used effectively by one of our contributors, super-salesman and philanthropist Hervey Ross.  Try it whenever someone objects,  “We’ve tried that before, and it did … Continue reading

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Business Strategy: When To Say What You Say

How To Get Past The Gatekeepers Think and call strategically:  Call early, call at lunchtime, call late. Make your calls at times when you are most likely to reach your target person. This tip is especially suited for people in … Continue reading

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