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Charles L Martin has spent a lifetime experiencing hard won sales and marketing battles in the fashion (7th Avenue), film (Hollywood), food & beverage (Worldwide), and social marketing (SoCal) industries. He enjoyed working as an assistant to Liz Ortenberg (Claiborne), Tommy Hilfiger, and producer Scott Rudin, among others. He has worked for Esprit, D.F. Sanders & Co., more than 25 other A-List actors and producers, Rhino Chaser's Beer, EarthLink, United Tranz Actions, OpenTable and now LivingSocial, which is the coolest gig around.

The concept of Anticipation Marketing is his specialty. He loves marketers and sales hacks. He loves (or dislikes) your company. His rants on hotheadblog.com may inspire you. They may ignite you. Either way, it's all good. Follow Charles on Twitter @vendorcloud

Charles is a 4-time marathoner with a 3:58 PR. He also enjoys loads of time with his awesome family as well as advocating in modernist architecture, fine wine, craft beer, master Japanese gardens, xeriscape, politics, and music. email him at vendorcloud@gmail.com .

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Just SHUT UP!

By Charles Martin | January 18, 2008

I was at a customer training the other day and before I got on stage before 75 onlookers, their senior sales manager (they are salesmen too) was yelling at them to JUST SHUT UP!

His position was that, in selling, the next person to say something is the loser. He may be right. Now, he sells cars and that’s that. But I tried it (see other post about being soft) and it’s working. He said it would be fine if they waited minutes, maybe many minutes and just stayed quiet. So, say your price to Mr. Customer and then wait…. you may get a nice surprise on your commission check.

For next week : while you’re honing your skills, …… JUST SHUT UP! and see how it goes.

Topics: Sales Acumen | No Comments »

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