by Jonathan Brickman | Apr 30, 2010 | Want to be a great salesperson?
It never ceases to amaze me how much closes at the end of the month, quarter, year….things that aren’t even in your forecast suddenly surface and close, people hustle and meet this arbitrary deadline. Makes me wonder how we can leverage this phenomenon...
by Jonathan Brickman | Apr 29, 2010 | Want to be a great salesperson?
Have you reached your quota? Have you made enough calls? Are you speaking with qualified buyers? Are you selling value? Do you have a plan every day, every week, every month, every year? Am I making you think? Sales don’t just happen unfortunately. The...
by Jonathan Brickman | Apr 28, 2010 | Want to be a great salesperson?
In Basketball, there is a well known theory called the “Hot-Hand”…https://astro1.panet.utoledo.edu/~ljc/hothands_rec.pdf According to this conjecture, a player has a better chance of hitting a shot after a hit than after a miss….there is no...
by Jonathan Brickman | Apr 25, 2010 | Selling at Higher Prices, Want to be a great salesperson?
Why do buyers always ask for the price? And what’s your reply? They are asking the wrong question so don’t let them! That question assumes you are selling a commodity and even if you are why would you reduce your product to that? It’s a recipe...
by Jonathan Brickman | Apr 21, 2010 | Want to be a great salesperson?
OK, I was called out by a reader, who challenged my statement that having a solid pipeline will even out sales production. I still believe this should help achieve a less lumpy sales profile, but what I really meant to say was – there has to be an ongoing...
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