by Jonathan Brickman | Sep 1, 2010 | Closing, Real Stories to learn from
The problem is…our clients aren’t back yet! We finished August better than July but less than expected. The market is still sluggish so we have to dig more! Again, I think it comes down to closing skills and just lots of activity. Get your lunch pail and...
by Jonathan Brickman | Aug 24, 2010 | Real Stories to learn from, Want to be a great salesperson?, What Happened Today
Had a hot prospect go silent on one of my sales guys – I bet that’s never happened to you before right? 🙂 So, I decided to send a non threatening email and ask for candid feedback…it worked! This person was very open and told us why things stalled...
by Jonathan Brickman | Aug 20, 2010 | Real Stories to learn from, Winning Qualities
I talked about my adventurous son, jack, well I have a pretty cool daughter too and she taught me something this summer worth sharing. Isabella had a major life experience this summer – a week of sleep-away camp. This might not sound like such a big deal, but...
by Jonathan Brickman | Aug 17, 2010 | Real Stories to learn from, What Happened Today, Winning Qualities
Boy, he has guts. Today he kayaked in the choppy bay, and did it with a smile as the kayak tipped over a couple of times. Jack is 6 and has no fear. He asks great questions, wakes up with a smile on his face every day, and takes on challenges head on. These are...
by Jonathan Brickman | Aug 17, 2010 | Negotiating, Real Stories to learn from, Selling at Higher Prices
Most of us are afraid to say no because we don’t want to lose the deal, right? Well, here is the truth – if you have made it through the sales process and you have done your job and the prospect has invested a lot of time and emotional energy in the...
by Jonathan Brickman | Aug 7, 2010 | Closing, Real Stories to learn from, Want to be a great salesperson?
I am back from San Fran on the redeye. For the record, I hate redeyes!!! But there is no choice if you can’t kill a day in the air. Had my meeting and it was beautiful. Sorry, all of you sales 2.0 junkies, old-fashioned selling works and it’s absolutely...
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