by Jonathan Brickman | Apr 29, 2010 | Want to be a great salesperson?
Have you reached your quota? Have you made enough calls? Are you speaking with qualified buyers? Are you selling value? Do you have a plan every day, every week, every month, every year? Am I making you think? Sales don’t just happen unfortunately. The...
by Jonathan Brickman | Apr 28, 2010 | Want to be a great salesperson?
In Basketball, there is a well known theory called the “Hot-Hand”…https://astro1.panet.utoledo.edu/~ljc/hothands_rec.pdf According to this conjecture, a player has a better chance of hitting a shot after a hit than after a miss….there is no...
by Jonathan Brickman | Apr 25, 2010 | Selling at Higher Prices, Want to be a great salesperson?
Why do buyers always ask for the price? And what’s your reply? They are asking the wrong question so don’t let them! That question assumes you are selling a commodity and even if you are why would you reduce your product to that? It’s a recipe...
by Jonathan Brickman | Apr 21, 2010 | Want to be a great salesperson?
OK, I was called out by a reader, who challenged my statement that having a solid pipeline will even out sales production. I still believe this should help achieve a less lumpy sales profile, but what I really meant to say was – there has to be an ongoing...
by Jonathan Brickman | Apr 18, 2010 | Want to be a great salesperson?
Deals come in steadily and not in a lumpy fashion. We got one over the weekend…not bad…love when that happens. The hard work – building a pipeline and working it intelligently – will lead to a steady stream of business. As soon as you take a...
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