by Jonathan Brickman | Dec 17, 2010 | Want to be a great salesperson?, Winning Qualities
I have a lucite block with these words in it. I should pull it out of the box and put it on my desk again so I have a constant reminder to remain focused on what matters. There is too much noise out there and we are all losing focus. It’s amazing how much more...
by Jonathan Brickman | Dec 13, 2010 | Closing, Want to be a great salesperson?, What Happened Today
On Friday, I was home after a long week when the phone rang at 8:30PM. It was a salesperson with a deal! We agreed on the terms and we had a signed contract at 9:43PM on Friday evening. That’s impressive! How many of us are willing to invest the extra effort...
by Jonathan Brickman | Dec 8, 2010 | Selling at Higher Prices, Want to be a great salesperson?
Let me ask you again… Is $20K better than nothing if the price should be $30K? I say no, unless you want to lower the market value by 33%. Your price, and the way you present your product, is your value all wrapped up into one number. We had a client today...
by Jonathan Brickman | Dec 8, 2010 | Education, Want to be a great salesperson?, Winning Qualities
One thing is certain in life – the world keeps changing so change with it or you will be left behind. It never ceases to amaze me how people (prospects, clients, employees…) resist change when there is a direct benefit associated with the change. We are...
by Jonathan Brickman | Dec 6, 2010 | Want to be a great salesperson?, Winning Qualities
Maybe this is a bit old-fashioned, but are the days of persuasion and good old-fashioned salesmanship over now that most of us have adopted “sales 2.0”? How many salespeople still believe their job is to sell versus educate and guide the buyer towards...
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