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December 14, 2005

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

By: Jack @ 6:00 PM – Filed under: Big Ideas & New Perspectives

In a new Kaplan title called Selling to Big Companies comes advice for when you are talking with decision makers.
Mistakes You Dont Want to Make
  • Dont waste their time

  • Dont try to be their friend

  • Dont expect them to tell you about their business

  • Dont give them a product dump

  • Dont use any self-serving verbiage

  • Dont 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.