What They Don't Teach You At Harvard Business School - Deepstash
Use Silence As A Tactical Tool

Silence is often underestimated. Interestingly it serves two purposes in a business discussion. It can allow the other person to talk, or even force them to speak.

Regardless of the applicati...

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There’s a thin line between speaking and overspeaking. Sometimes it is best to be the listener. Recognising the importance of silence and how to use it as a tactical tool in business is an art a lot of successful salesman have mastered. So here are some of the practical tips I have taken into my business that have also worked for me.

What They Don't Teach You At Harvard Business School

What They Don't Teach You At Harvard Business School

by Mark H. McCormack

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Listen First To Understand The Context

Anxiety and excitement can easily drive you down the rabbit hole of offering solutions without having a clear understanding of the business situation/problem. Unfortunately, a solution is only vali...

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Pause For Feedback Continuously

There’s nothing worse than rambling for hours only to realise your audience was completely misunderstood or uninterested. What’s more frustrating is when you’re unable to tell what point the disco...

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Know When To Stop, Especially When A Deal Is Struck

When speaking becomes over-speaking, you risk losing the opportunity you have already secured. This is particularly important in sales especially when the prospect has shown interest in buying or ...

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