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 the brief biographical sketch on one of our previous posts, here it is again:
McCormack, who died in 2003, was the founder and chairman of was of International Management Group, now IMG, an international management organization that handles the commercial affairs for sports figures and celebrities. He was a lawyer and sports agent for professional athletes (particularly in golf and tennis.) The Sporting News called him “the most powerful man in sports.” (I conducted an exclusive interview with McCormack for one of my books “The Achievement Factors.”)
Here’s wise advice from Mark H. McCormack:
“If you ask a question on a particular subject, and the answer is unsatisfactory, the best response is none at all. If you’re seeking more information, or a different kind of information, ask for it by remaining silent.
“Silence is a void, and people feel an overwhelming need to fill it. If someone has finished speaking and you don’t play along by taking up your end of the dialogue, after only the slightest pause that person will automatically start to elaborate.,,,
“The use of the pregnant pause in selling is very much like fishing with a net. You put some bait in a net and silently wait for fish to swim in.
“Once you get to the point in sales pitch where you’ve asked for commitment, don’t speak again until the other person has replied in some fashion. Don’t restate your case. Don’t lobby. Don’t tell him you know it’s a tough decision…
“The buyer may be struggling with the decision and conducting an internal dialogue with himself. Don’t help him out. If he asks a question, answer monosyllabically. Even if the silence is deafening, just let it sit there.”
Don’t leave yet. Check out at least one other article. You’re already here. Why rush off? Whatyousay.com is full of good advice. We guarantee you’ll be a better communicator if you invest more time here.
WhatYouSay.com Website Special!
1. “AN EVENING WITH ABRAHAM LINCOLN” Splendid 4-camera shoot at the Georgia Dome; color
2. “THE WORDS LINCOLN LIVED BY” An acclaimed treasury of Lincoln quotations
3. “TIME TACTICS OF VERY SUCCESSFUL PEOPLE” Regarded world-wide as one of the greatest time management books ever.
4. MEM-CARDS 10 techniques to improve your communication skills
5. “99 WAYS TO GET MORE OUT OF EVERY DAY” CD You will start making better use of your time immediately.
6. “LESSONS FROM LEGENDS” Listen to insider secrets from exclusive interviews with Ronald Reagan, Aaron Copland, Julie Andrews, Tennessee Williams, Ray Charles, Jack Nicklaus, Hank Aaron, and many others. CD; 1 hour
7. “LINCOLN SPEAKS TO LEADERS” Lincoln’s thoughts brought to life and applied to daily activities
8. “LINCOLN’S WISDOM” The Gettysburg Address, plus many more excerpts from the acclaimed one-man play, CD, two discs, 2.5 hours
9. “LINCOLN ON COMMUNICATION” Perfect for self-study; ideal for seminar or classroom use—comes with a teacher/trainer guide DVD and CD, 1 hour ($120 if purchased separately)
Best–Platinum Special $290 Items 1-9 ($460 if purchased separately)
Bonus! one-hour telephone coaching session with Dr. Gene Griessman–complimentary with this selection.
Better–Gold Special $230 Items 1-8 ($340 if purchased separately)
Bonus! 30-minute telephone coaching session with Dr. Gene Griessman–complimentary with this selection.
Good–Silver Special $85 Items 1-7 ($105 if purchased separately)
FREE SHIPPING IN THE U.S. FOR SILVER, GOLD, AND PLATINUM BUNDLES
–Gene Griessman is an internationally known keynote speaker, actor, and consultant. His video “Lincoln on Communication” is owned by thousands of corporations, libraries, and government organizations. He has spoken at conventions all over the world. To learn more about his services, contact us at 404-256-5927 or firstname.lastname@example.org Learn more about Gene Griessman at www.presidentlincoln.com and at www.atlantaspeakersbureau.com