by Jonathan Brickman | May 20, 2010 | Real Stories to learn from, Want to be a great salesperson?
If you want to have a great business, build a machine that methodically generates products and business. Businesses based on individual superstars have a short shelf life and they are only as good as the superstar. It’s the same with sports. You know why the...
by Jonathan Brickman | May 17, 2010 | Real Stories to learn from, Want to be a great salesperson?
This is a true story with a really neat ending that validates my strongest conviction in business, build lasting, meaningful relationships. On my way to New York one morning I cracked open my new book, Blink, to pass the time for my 3 hour journey from DC. I was on...
by Jonathan Brickman | May 13, 2010 | Want to be a great salesperson?, What is Great Client Service?
I would argue that relationships are the most valuable asset any organization has, so how come so few of us build our business around taking care of relationships? Great relationships will lead to success so we have to build in processes at every step to ensure we...
by Jonathan Brickman | May 10, 2010 | Want to be a great salesperson?
After all the hard work, stress, presentations…you win the deal, hooray! You think you know why you won the business, but do you really know why you got the deal? After your next deal, ask the client why they did business with you. I bet you will be...
by Jonathan Brickman | May 9, 2010 | Want to be a great salesperson?
Ok, by now everyone knows you should be asking good questions, listening, discovering pain and all that stuff that is in every sales book, webinar, training seminar. Everyone is doing the same thing so how do you stand out? It’s fine to focus on your service...
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