by Jonathan Brickman | Feb 16, 2010 | Want to be a great salesperson?
Jeffrey Gitomer says this in his “Little Red Book of Selling”, which is one of my all time favorite sales books!!! so I can’t take credit for this…but I do agree with the concept. Here is how I interpret his belief. Get out of the sales mode,...
by Jonathan Brickman | Feb 13, 2010 | Want to be a great salesperson?
When I walk into a meeting I honestly believe deep down in my soul that I will walk out with an agreement. This isn’t another Tony Robbins pep talk philosophy but a core belief that drives me. It’s real! I have told my salespeople for years if you...
by Jonathan Brickman | Feb 4, 2010 | Want to be a great salesperson?
I know this sounds really basic, but it’s the basics that matter and thus, that’s what I like to focus on. If you do the basic blocking and tackling better than your competition – which you have complete control of – you will be more...
by Jonathan Brickman | Feb 3, 2010 | Selling at Higher Prices
We recently lost a potentially big deal because we were told that our price was more than 20 times the “other” vendor. What does that mean? Does mean that our product is the same and therefore should be priced the same? Or does it mean, that we did a...
by Jonathan Brickman | Jan 29, 2010 | Real Stories to learn from, What Happened Today
Oh well, sometimes the chips don’t fall the way you want them to! But, remember, like the hare and the tortoise…it’s a marathon, not a sprint…so we’ll get ’em next month. The deals that didn’t close as expected are still...
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