by Jonathan Brickman | Sep 13, 2010 | Business Principles, Negotiating, Want to be a great salesperson?, Winning Qualities
I often hear salespeople and account managers lack a sense of authority and that sends an unwanted message. Remember, when you are in a selling situation or you have a client, they are looking for you to help, they need a problem solved,… so stay in charge. Be...
by Jonathan Brickman | Sep 12, 2010 | Business Principles, What is Great Client Service?
There is too much to manage, too much information, too many steps….so what do you do to maintain some order? Focus on the basics, manage by exception, have good reporting that gives you signals to react… Last week I discovered a couple of accounts that...
by Jonathan Brickman | Sep 7, 2010 | Closing, Want to be a great salesperson?, Winning Qualities
I am a big fan of Always Be Closing but the truth of the matter is you can’t close unless the buyer is ready to buy. Now, that doesn’t mean you have to stick to a rigid sales process. If they are ready to buy on the first call, skip the process and...
by Jonathan Brickman | Sep 7, 2010 | Closing, What Happened Today
Ok, deal closed! We held our ground and we got closure. Sounds simple, but we had “a deal” 3 weeks ago and we were challenged several times along the final process but we held our ground at each step because it was clear the buyer was sold and we had the...
by Jonathan Brickman | Sep 7, 2010 | Real Stories to learn from, What Happened Today
Interesting story today… I have been fairly active with all of this social media stuff and waiting for a real payoff, besides all the intrinsic value of course…So, I got pulled into a LinkedIn discussion last week and lo and behold, someone picked up on an...
Recent Comments