800-CEO-READ Blog

Great Sales Advice or Sales #2a--What to say when are sitting across from the decision maker

In a new Kaplan title called Selling to Big Companies comes advice for when you are talking with decision makers.

“Mistakes You Don’t Want to Make�

• Don’t waste their time


• Don’t try to be their friend


• Don’t expect them to tell you about their business


• Don’t give them a product dump


• Don’t use any self-serving verbiage


• Don’t expect them to intuit the value of your offering

I just finished the book and wrote a Jack Covert Selects review. I loved the book.