by Jonathan Brickman | Dec 3, 2012 | Communication, Want to be a great salesperson?, Winning Qualities
In a world of tweets and all sorts of shortcuts, I think we are losing the focus on the basics and there is a real downside to this if we are rushing to communicate and our messages are not having the intended impact. I have had clients inform me when they have...
by Jonathan Brickman | Nov 29, 2012 | Want to be a great salesperson?, Winning Qualities
I don’t know what the statistics are but based on my real life experience, many successful sales outcomes begin with resistance or many times an outright rejection. So what does this mean? If you think about the psychology of sales for a moment, it is normal...
by Jonathan Brickman | Nov 28, 2012 | Business Principles, Sales Management
This expression is true for any work around the house and one can extend this expression as a metaphor for hiring people. Too often we pick up a hammer because it’s the most convenient tool in the box but it’s not the right tool to use for the job....
by Jonathan Brickman | Nov 27, 2012 | Closing, Want to be a great salesperson?, What Happened Today
If you think of the opening you create to sell and close a deal, it’s a lot like a window that has been propped open and is big enough to crawl through; however, the longer you wait gravity starts to take hold and the window begins to close until finally it...
by Jonathan Brickman | Nov 16, 2012 | Sales Management
Very comical, compliments of @ericblumenthal Good coaching is really the key to building a productive team. Bad coaching is just a distraction. Brick
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