by Jonathan Brickman | May 31, 2011 | Closing, Food For Thought, Negotiating, Want to be a great salesperson?
Since it’s the last day of the month, thought I would share h/t @Jonathan Farrington The 40 Most Common Mistakes Made By Negotiators Published by Jonathan Farrington I have needed to negotiate several times this week; nothing unusual about that, but it got me...
by Jonathan Brickman | May 26, 2011 | Closing, Real Stories to learn from, What Happened Today
…or something may change and bye bye business! Yes, things change quickly and what was once a solid opportunity in the forecast could easily become “opportunity lost” in your crm. There is good reason to Always Be Closing because if you...
by Jonathan Brickman | May 22, 2011 | Want to be a great salesperson?, What Happened Today, Winning Qualities
I was doing some planting today and thought “What a great metaphor for business”. How can you relate to a prospect or a client if you don’t really understand their business and their challenges? How can you manage a sales process if you...
by Jonathan Brickman | May 16, 2011 | Closing, Want to be a great salesperson?, Winning Qualities
I asked one of my salespeople today what was new, how did the month look, were the deals in the pipeline still moving forward…all the normal stuff one would ask. Big sigh – lack of response from the prospects, don’t return calls, suddenly the sense...
by Jonathan Brickman | May 16, 2011 | Relationships, What Happened Today, Winning Qualities
My conversation today with someone reminded me of this expression and how it true it rings yet so many of us are quick to get off the phone if there isn’t an immediate opportunity. Business is all about relationships so build them daily with a long view because...
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