by Jonathan Brickman | Dec 19, 2011 | Communication, Want to be a great salesperson?, Winning Qualities
I am reminded again how often we fail to remember there are two sides to every discussion and both sides need each other. That’s right, “they” need you! Transactions happen because there is a need that is satisfied. We often rush to a conclusion...
by Jonathan Brickman | Dec 19, 2011 | Communication, Marketing, Want to be a great salesperson?
Here is a post from Seth Godin I like… No one ever bought anything in an elevator The purpose of an elevator pitch isn’t to close the sale. The goal isn’t even to give a short, accurate, Wikipedia-standard description of you or your project. And the...
by Jonathan Brickman | Oct 3, 2011 | Business Principles, Communication, Want to be a great salesperson?, Winning Qualities
Isn’t it frustrating when you know in your heart that you have something that will help the market but you just can’t break through the noise? Does this sound familiar? 1. We don’t have the budget 2. We have other priorities 3. Call me in 3 months 4....
by Jonathan Brickman | Sep 22, 2011 | Closing, Communication, Real Stories to learn from, Want to be a great salesperson?
I have been at this for a long time and the most common complaint I hear from salespeople hunting for business is they can’t get an honest answer. Am I right? Closure is what we are all after and that means even if it’s “no” for now. Here is...
by Jonathan Brickman | Sep 14, 2011 | Communication, Lead Generation, Real Stories to learn from, Want to be a great salesperson?
How can you expect to start a relationship, create an opportunity, build a relationship if you are sitting back waiting for something to happen? I had someone contact me about a blog post today and it was proof that my action led to another action, a beautiful thing,...
by Jonathan Brickman | Sep 10, 2011 | Communication, Lead Generation, Marketing, Winning Qualities
If you have a valuable service, it will sell. Ok, so how do you connect with buyers to win business? In my opinion, nothing is more important that nailing the messaging and making sure it’s consistent and everywhere. The right messaging will 1. Create demand...
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