by Jonathan Brickman | Aug 6, 2010 | Closing, Real Stories to learn from, Want to be a great salesperson?, What Happened Today
I am stuck in Silicon Valley waiting for the redeye back to DC with no meetings set as hoped….Fortunately, did get to meet a prospect at my event yesterday we have been in discussions with and know its ready to drop so I sort of bullied my way in to meet –...
by Jonathan Brickman | Aug 3, 2010 | Closing, Sales Management, Want to be a great salesperson?
I had a salesperson once who made more calls than any human being I have ever seen. The problem was, he didn’t close very many. One day I asked him how many real conversations he had with qualified prospects and the answer was as expected – not very...
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 17, 2010 | Closing
We are overwhelmed with buzz words for my liking but I happen to like this one, maybe because I have an engineering degree and can relate to this word in a way that makes sense to me. Here is one of my basic principles in business – know who has the leverage...
by Jonathan Brickman | Jul 12, 2010 | Closing
When it comes right down to it, great salespeople know how to close. There are loads of good product pushers, demo masters, polite communicators, text book salespeople…but as they say “Coffee is for Closers”. Some people say, if you do your job they...
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