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Category Archives: Sales
“Closing” a Sale
“Closing” a Sale: What’s In A Word By Gene Griessman A salesman recently told me that he doesn’t like the expression “closing” a sale. Said it sounds like manipulation. Said a close is something you do to someone. … Continue reading
Sales: 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 us. You may be able to use it as a template … Continue reading
Posted in Business Advice, Sales
Tagged atlanta speakers bureau, gene griessman, How do you begin a sales presentation?, how to begin the sales process, how to make a sales presentation, how to sell, Ken Futch, Lincoln on Communication, sales presentation, Sales Presentations, sales tactics, sales technique, selling skills, selling techniques, Take Your Best Shot, The Words Lincoln Lived By, what you say, whatyousay.com
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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
The Power Of Silence In Sales and Negotiation
Use Silence To Get What You Want. 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 the brief biographical … Continue reading
Posted in Business Advice, Negotiation/How To Negotiate, Sales
Tagged "What They Don't Teach You At Harvard Business School", closing the deal, gene griessman, How to use silence to get what you want in sales and negotiation, Lincoln on Communication, Mark H McCormick, negotiating, negotiation advice, negotiation tips, sales advice, sales tips, selling, The Words Lincoln Lived By, what you say, whatyousay
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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. I’m 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 the … Continue reading
Posted in Negotiation/How To Negotiate, Sales
Tagged "What They Don't Teach You At Harvard Business School", closing the deal, gene griessman, Lincoln on Communication, Mark H. McCormack, negotiating, negotiation advice, negotiation tips, sales advice, sales tips, selling, The Words Lincoln Lived By, what you say, whatyousay
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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
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
Posted in Media Interviews/How To Do Them, Negotiation/How To Negotiate, Sales
Tagged gene griessman, Georgia Tech, harvey mackay, media presentation, media relations, negotiating, negotiating skill, negotiating strategy, negotiating tactics, negotiating techniques, negotiation, presentation skill, presentation tips, sales presentation, sales process, swim with the sharks, The New York Times, UPS, what you say
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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
Posted in Sales
Tagged business advice, closing techniques, closing the sale, how to close, sales presentation, sales process, sales tip
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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
Posted in Business Advice, Sales, Writing/How To Write letters, notes,articles, email, books
Tagged business letter, business letters, gene griessman, harvey mackay, how to write a business letter, how to write a letter, letter writing, sales techniques, sales tips, UPS, what you say, writing a business letter, writing advice, writing tips
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