by Jonathan Brickman | Mar 22, 2010 | Want to be a great salesperson?
If the one thing you do differently as a salesperson is to really qualify your suspects better… you will become more productive and sell more, guaranteed! Minimize or eliminate all of the actvities that are time wasters and get in the way of closing business. ...
by Jonathan Brickman | Mar 18, 2010 | Want to be a great salesperson?
Lot’s of us have read the book “The Tipping Point”. It’s really true. In Physics they call it inertia, which is a fancy word for saying that there is some force that has to be overcome… It’s a cool thing when this happens in...
by Jonathan Brickman | Mar 17, 2010 | Real Stories to learn from, Selling at Higher Prices
This is a true scenario. A very large prospect called and told us they had $75K to spend and needed to reach a deal now! Most salespeople would die for this scenario, right? Especially, when our average ticket is $30K. But what if the price for this particular...
by Jonathan Brickman | Mar 15, 2010 | Want to be a great salesperson?
I give you something, you give me something….it’s a basic approach in sales that we all forget but if you stick to this it maintains balance and ensures your buyer is engaged and not wasting your time. It’s tempting to give things away to make the...
by Jonathan Brickman | Mar 11, 2010 | Want to be a great salesperson?
If most people went with their gut sales processes would be short! Well, unfortunately, in most cases, the brain takes over and wants to validate what the gut wants to do…hence an industry full of business analysts! That’s why I say, if you...
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