by Jonathan Brickman | Aug 27, 2013 | Want to be a great salesperson?, Winning Qualities
This question annoys me so much I have to get on my platform again so please indulge me for a few moments. I dislike this question so much because it violates so many of the very basic tenets of selling and it’s the opening line! 1. It’s a closed end...
by Jonathan Brickman | Aug 13, 2013 | Business Principles, Food For Thought
My golf instructor used to tell me to relax and stop thinking so much when I would get all wacked out about my golf swing. He was right…sometimes you just need a break to get some perspective before stepping back up to the plate. Take a little time off...
by Jonathan Brickman | Aug 12, 2013 | Want to be a great salesperson?, What Happened Today
I don’t know about you but I learn best by doing as opposed to reading or watching. Instead of relying on formal training courses and other conventional approaches, try supplementing your learning by taking sales calls across a variety of industries. It really...
by Jonathan Brickman | Aug 8, 2013 | Sales Management, Want to be a great salesperson?
Here is an excerpt from a very long, but very typical, promotion for a sales training course that went on for days….they always end with this: And it’s no coincidence that you have been reading this far right now. I believe there are no accidents in our life. We...
by Jonathan Brickman | Aug 5, 2013 | Closing, What Happened Today
Don’t you hate when you finally get the news that you had a “great product” but “we decided to go another direction”? I got that message today. We came in the top 2 out of a half dozen vendors. I guess I should feel okay but it still...
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