by Jonathan Brickman | Sep 20, 2013 | Want to be a great salesperson?, Winning Qualities
I remember a call with my uncle, who was a professional salesman, telling me he could finally stop “pushing” now that he retired. There simply is no end to a day or pursuit of business if you are a salesperson. Someone posted this cartoon today, which...
by Jonathan Brickman | Sep 19, 2013 | Want to be a great salesperson?, What Happened Today
I am not a big fan of cold calls anymore with all of the tools we have at our disposal, but I still make some calls…just to stay sharp and preserve the fine art of calling a stranger. And, I do think there is still room for some cold calls. But, I do love...
by Jonathan Brickman | Sep 18, 2013 | Business Principles, What Happened Today
What do you do when you have a prospect who wants your product but is tied into a contract and can’t get budget to make the switch now? I guess you have 2 choices, wait or come up with a creative solution so you don’t lose the opportunity. Well, this...
by Jonathan Brickman | Sep 12, 2013 | Want to be a great salesperson?, What Happened Today, Winning Qualities
Pay attention and listen. I had a quick trip to the midwest this week to make a presentation to a very large and prestigious Academic Institution and like a good student I did more listening than speaking and the outcome was terrific. I did have the advantage of...
by Jonathan Brickman | Sep 10, 2013 | Business Principles, What is Great Client Service?
I didn’t think I would be writing about my vacation but even while lounging around the pool and beach there is something to learn. I have never been to Mexico, but I will certainly go back because it was a great experience and a lesson in customer service for an...
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