by Jonathan Brickman | Sep 30, 2011 | Closing, Sales Management, Want to be a great salesperson?
It’s almost comical to me how many times I have heard salespeople make it seem that to “ask for the order” is a heroic effort. Huh…Isn’t that what salespeople are supposed to do? I had a call with a seemingly well qualified, solid...
by Jonathan Brickman | Sep 28, 2011 | Inspiration, Real Stories to learn from, Want to be a great salesperson?, What Happened Today
I think it’s normal to get discouraged when you can’t get through to a prospect or they stop communicating, but the reality is many times it’s not disinterest in your service rather other priorities getting in the way of your agenda. I had a perfect...
by Jonathan Brickman | Sep 26, 2011 | Inspiration, Want to be a great salesperson?, Winning Qualities
Remember the fable the hare and the tortoise? Boy, does that famous story ring true on so many levels…most of us fail because give up too soon or we simply run out of time. Did you know that is takes on the order of 10,000 hours to master something? Do you...
by Jonathan Brickman | Sep 22, 2011 | Closing, Communication, Real Stories to learn from, Want to be a great salesperson?
I have been at this for a long time and the most common complaint I hear from salespeople hunting for business is they can’t get an honest answer. Am I right? Closure is what we are all after and that means even if it’s “no” for now. Here is...
by Jonathan Brickman | Sep 20, 2011 | Sales Management, Want to be a great salesperson?
I had a call with a prospect yesterday who passed on our service a couple of years ago. The notes said it was price but the prospect said it was coverage of his requirements…which one was it? Maybe it was both? The point is – be very clear to understand...
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