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The Pedestal Group

Putting our clients where they belong

He Who Speaks First Buys

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I know we’ve talked about this before, but I was again reminded of it in a series of interviews I’m doing right now. This is an old sales axiom I learned years ago through Micro Electronics’ sales training program and it has served me well in many situations. The idea is simple: you put out your pitch and then shut up. Whoever speaks next has “bought” the idea. So if you put something out there and then keep talking, the only one buying is you. See what I mean? Many years ago I had to make a tough pitch to a vice president known for being a ruthless negotiator. The team elected me to be the voice but I was definitely nervous. I chanted “he who speaks first buys” all the way up the steps to the meeting. Once there, I laid out our very […] Continue reading

Filed Under: Sales Tagged With: closing, Sales

Our managing partner

Our Managing Partner, Kathy Breitenbucher, has been in business for almost 20 years. The lessons learned throughout her career have brought her to a place to offer businesses her expertise and understanding of how people get the job done. Read More…

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