by Jonathan Brickman | Feb 4, 2011 | Real Stories to learn from, Relationships, What Happened Today
…when the phone’s gonna ring and you have a deal. That’s the fun part of sales. One minute you’re wondering where the next deal is coming from and the next minute you’re back in business. Received an email from a former client tonight...
by Jonathan Brickman | Feb 4, 2011 | Inspiration
That’s the reality of sales. Every month you get to start again with zero and hit your target. This means you need to continue and never stop building a pipeline or…you know the story. You won’t hear this advice in most sales books – go to...
by Jonathan Brickman | Feb 2, 2011 | Business Principles, Inspiration, Sales Management
This is true in business too. It’s painful, but sometimes you have to lose a client for them to realize what they had. And,…when they do, they “get it” and then you have a client for life! We lost a few in 2010 and they are starting to make...
by Jonathan Brickman | Jan 29, 2011 | Negotiating, Selling at Higher Prices, Want to be a great salesperson?
I love these words, because I know I have a fish on the hook and now it’s time to do my job. The “job” is to establish value and once this happens the price objection goes away, fast…so get to work and focus your buyer on their challenges and...
by Jonathan Brickman | Jan 28, 2011 | Closing, Real Stories to learn from, Want to be a great salesperson?, What Happened Today
We had a prospect this week tell us that we didn’t have a deal because of their budget constraint. It would have been easy to move on but we made a call, figured out a compromise on the structure and offering and we made a deal. In my experience,...
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