by Jonathan Brickman | Jul 17, 2010 | Selling at Higher Prices, Want to be a great salesperson?
As much as we would like everyone to be a client, it just doesn’t work that way in business. First of all, your service will not be relevant for every buyer and secondly, others, that should be buyers will try and reduce your service to a commodity and buy on...
by Jonathan Brickman | Jul 17, 2010 | Closing
We are overwhelmed with buzz words for my liking but I happen to like this one, maybe because I have an engineering degree and can relate to this word in a way that makes sense to me. Here is one of my basic principles in business – know who has the leverage...
by Jonathan Brickman | Jul 14, 2010 | Want to be a great salesperson?
Just finished reading “How successful people think” by John Maxwell. Great read and will be added to my list of “Food for Thought”. The title says it all and Maxwell does a nice job presenting the concepts. Great business people continue...
by Jonathan Brickman | Jul 12, 2010 | Closing
When it comes right down to it, great salespeople know how to close. There are loads of good product pushers, demo masters, polite communicators, text book salespeople…but as they say “Coffee is for Closers”. Some people say, if you do your job they...
by Jonathan Brickman | Jul 7, 2010 | Want to be a great salesperson?, What Happened Today
When your buyer tells you this, what do you say? What is the buyer really saying? What is the underlying question? We get asked this question every day as sales professionals and the way we answer this question impacts the sales process in a huge way. Real Life...
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