by Jonathan Brickman | Oct 30, 2010 | Business Principles, Sales Management
Great businesses are built to last as people come and go. Sure, everyone wants to say their greatest assets are there people. There is some truth to that, but great people are cultivated from great management and repeatable processes. People come and go, that’s...
by Jonathan Brickman | Oct 27, 2010 | Communication, Want to be a great salesperson?, Winning Qualities
A well-known Wall Street research firm once wrote a white paper declaring the death of the institutional salesman. No way Jose! If that were the case, people would be buying everything through e-commerce and there would be no salespeople employed. The world still...
by Jonathan Brickman | Oct 27, 2010 | Business Principles, Communication, Sales Management
How come salespeople always want to underestimate their forecast? I don’t get it. I just had my top salesperson tell me about a deal that will sign and when asked about this on Monday he had a “dunno…answer”. What is the...
by Jonathan Brickman | Oct 27, 2010 | Closing, Selling at Higher Prices, Want to be a great salesperson?
This expression must be in vogue because I hear almost daily now….what’s up with that? Here are some ways to handle this 1) Tell the prospect you lost your pencil sharpener 2) The pencil is already down to a nub 3) Ask them if they sharpen their pencils...
by Jonathan Brickman | Oct 20, 2010 | Closing, Negotiating, Selling at Higher Prices, Want to be a great salesperson?
How many of us have heard this as we are heading to the last steps of closure? One of my salespeople had a beautiful answer to this so I am taking the liberty of sharing it with you anonymously….”I’m going to physically sharpen a pencil literally but not...
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