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