by Jonathan Brickman | Jul 30, 2010 | Business Principles, Sales Management
I have learned over the years that it’s great to have the best product, but if you want to create a scalable business then you must have the right operating model in place to crank out business and handle a growing client base. I by no means have the market...
by Jonathan Brickman | Jul 29, 2010 | Closing, Want to be a great salesperson?
We are all over-trained to ask questions as opposed to talking so much, right? This is fundamentally a good idea, but let me ask you a question – What kinds of questions should you be asking? Do you think it’s useful to ask the same routine questions that...
by Jonathan Brickman | Jul 21, 2010 | Want to be a great salesperson?
This is really true but only if you are working hard and smart every day. We had a great surprise this week when a client we have been working diligently called us and asked for a corporate license that would mean a very significant upsell for us. Basic blocking and...
by Jonathan Brickman | Jul 18, 2010 | What is Great Client Service?
When’s the last time you heard a client say WOW? Do you remember? Have you ever heard this word? When you hear this, you should feel great because that means you did something special that no one else does. This is the magic word in client service you should...
by Jonathan Brickman | Jul 17, 2010 | Selling at Higher Prices, Want to be a great salesperson?
As much as we would like everyone to be a client, it just doesn’t work that way in business. First of all, your service will not be relevant for every buyer and secondly, others, that should be buyers will try and reduce your service to a commodity and buy on...
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