by Jonathan Brickman | Dec 13, 2010 | Closing, Want to be a great salesperson?, What Happened Today
On Friday, I was home after a long week when the phone rang at 8:30PM. It was a salesperson with a deal! We agreed on the terms and we had a signed contract at 9:43PM on Friday evening. That’s impressive! How many of us are willing to invest the extra effort...
by Jonathan Brickman | Nov 30, 2010 | Closing, Want to be a great salesperson?, Winning Qualities
There is a well known passage that talks about 3 days, two of which we should not worry about – yesterday and tomorrow. “This leaves only one day–today! Anyone can fight the battles of just one day. It is only when we add the burdens of yesterday...
by Jonathan Brickman | Nov 5, 2010 | Closing, Negotiating, Want to be a great salesperson?, What Happened Today
…many times, they want it more. Had a prospect in limbo forever and finally got off the fence when I conveyed that I will have to take our offer off the table if there is no response by Friday. Voila, got the response I was hoping for and there is a call to...
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...
by Jonathan Brickman | Oct 14, 2010 | Closing, Selling at Higher Prices, Want to be a great salesperson?
I had a conversation today with one of my recently hired salespeople and he wanted to give me some feedback to keep in mind for the next salesperson we hire…..of course I listened. In the spirit of wanting to close business and “get on the board”...
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