by Jonathan Brickman | Jun 23, 2011 | Closing, Negotiating, Real Stories to learn from, Want to be a great salesperson?
of Buyers! I talked about this in an earlier post but we live in a world of information overload and therefore a more efficient marketplace. Whether you like it or not, you will have competition and if you are successful your efforts will spawn even more competition....
by Jonathan Brickman | Jun 21, 2011 | Closing, Want to be a great salesperson?
Closing is the hardest part of selling so arguably salespeople should spend their time learning the art of closing. Simple, right, but I don’t see any creativity from most, just text-book techniques. I think great business people are like great golfers and...
by Jonathan Brickman | May 31, 2011 | Closing, Food For Thought, Negotiating, Want to be a great salesperson?
Since it’s the last day of the month, thought I would share h/t @Jonathan Farrington The 40 Most Common Mistakes Made By Negotiators Published by Jonathan Farrington I have needed to negotiate several times this week; nothing unusual about that, but it got me...
by Jonathan Brickman | May 26, 2011 | Closing, Real Stories to learn from, What Happened Today
…or something may change and bye bye business! Yes, things change quickly and what was once a solid opportunity in the forecast could easily become “opportunity lost” in your crm. There is good reason to Always Be Closing because if you...
by Jonathan Brickman | May 16, 2011 | Closing, Want to be a great salesperson?, Winning Qualities
I asked one of my salespeople today what was new, how did the month look, were the deals in the pipeline still moving forward…all the normal stuff one would ask. Big sigh – lack of response from the prospects, don’t return calls, suddenly the sense...
by Jonathan Brickman | May 13, 2011 | Closing, Want to be a great salesperson?
There was an interesting debate this week on a LinkedIn group about the single most important skill for a salesperson to have. As you may imagine there were many answers like listening, asking good questions, follow up, … all the usual sales 101 stuff….all...
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