by Jonathan Brickman | Mar 22, 2012 | Communication, Want to be a great salesperson?, Winning Qualities
I love this post and wanted to share because I have always believed this and have watched only those with soft skills soar. One can have the very best technical and functionally specific expertise but cannot be considered a leader without engaging followers, and that...
by Jonathan Brickman | Mar 13, 2012 | Communication, Want to be a great salesperson?, Winning Qualities
This is a common question we are all asked in the sales process. How do you answer this question in a way that elevates your position but doesn’t bash the competition? No one likes when you talk disparaging about another provider. I was asked this question this...
by Jonathan Brickman | Feb 27, 2012 | Business Principles, Communication, Relationships, Want to be a great salesperson?
I say one face to face meeting is worth a thousand emails… It’s amazing what happens when you meet someone in person as opposed to the norm these days – you know all the ways we now communicate so I will spare you. When you meet you make a connection...
by Jonathan Brickman | Feb 23, 2012 | Communication, Real Stories to learn from, Want to be a great salesperson?
Stick to the basics and you can’t go wrong! I think we often get lost in the weeds and spend time talking about product details, blah, blah, blah….and many times we are going down the wrong path, not focusing on the right themes… I was on a call...
by Jonathan Brickman | Feb 14, 2012 | Communication, Real Stories to learn from, What Happened Today
I have been trying to get to the decision maker to turn around a troubled account because we seem to be stuck with little or no feedback. Comically, I sent an email to the decision maker noting the many things we had in common – hoping to make a...
by Jonathan Brickman | Feb 10, 2012 | Communication, Real Stories to learn from, What Happened Today
In a prior business we had every employee tape this to their computer as a reminder to use good old-fashioned conversation in lieu of email. I was reminded of this today when I sent an email to someone I wanted to establish a relationship with and it came back to me...
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