by Jonathan Brickman | May 3, 2011 | Closing, Want to be a great salesperson?
I am always surprised when the deals that were ready to close at the end of the month, but didn’t for all the various reasons…., don’t come in on the first day of the next month. That’s logical, right? It doesn’t seem to work like that...
by Jonathan Brickman | Apr 28, 2011 | Closing, Want to be a great salesperson?, Winning Qualities
How come prospects show interest, ask for your best price,….and then disappear? Then you spend days, weeks, months chasing them down for an explanation because it seems like they did a 180 and forgot to tell you something….Sound familiar? All I can say is...
by Jonathan Brickman | Mar 15, 2011 | Closing, Selling at Higher Prices, Winning Qualities
This famous quote by Franklin Roosevelt rings so true in business. One of the biggest hurdles to get over in a buyer’s mind is the fear of making a “bad” decision. If you can create comfort for your buyer then you are most of the way there…...
by Jonathan Brickman | Feb 7, 2011 | Closing, Want to be a great salesperson?, Winning Qualities
Execution is the name of the game and the Packers were the better team last night. If you turn the ball over, don’t read the defense correctly, miss your plays…you’re gonna have problems scoring. We aren’t playing football…but sound...
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,...
by Jonathan Brickman | Dec 17, 2010 | Closing, Negotiating, Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
….if you don’t, I guarantee that you will be pulled around by the buyer. Buyers are like dogs. I remember when I was a kid and used to walk by a neighbor’s house where there resided an oversized German Shepherd. Every time our eyes met, he could...
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