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 | Jun 29, 2010 | Real Stories to learn from, Selling at Higher Prices
Here is a direct quote from a prospect after we gave them our best and final offer: That didn’t take long. I think they’re close. We may be able to inch them down a bit but clearly they want a two year contract. Should I let them sweat till Monday and then tell them...
by Jonathan Brickman | Jun 24, 2010 | Real Stories to learn from, Selling at Higher Prices, Want to be a great salesperson?
How do you answer that question? This happened this week. I am never sure what the person expects me to say to this….Of course, I never supply an answer, rather ask more questions to get more information. Isn’t that the right thing to do? Long story...
by Jonathan Brickman | Jun 18, 2010 | Real Stories to learn from
Okay, I was wrong. That’s why I limit my betting in Vegas when I go! I think last night we had 2 teams, evenly matched, both wanted it badly, and in the end the younger guys prevailed. So, does that mean the team with the better product won? I think so, as...
by Jonathan Brickman | Jun 17, 2010 | Real Stories to learn from
I think it comes down to the desire to win folks just like in business. We have 2 great teams, evenly matched overall, but who wants it more? What team is going to execute better tonight, make less mistakes, play with more intensity? I admit, I am biased being a...
by Jonathan Brickman | Jun 9, 2010 | Real Stories to learn from
I recall a certain leading institutional research firm pontificating on the ultimate death of the institutional salesman because of technology. Now we are in the world of social media, google, and now sales 2.0… and many believe that the old-fashioned sales...
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