by Jonathan Brickman | Nov 1, 2011 | Want to be a great salesperson?, Winning Qualities
I think we often lose track of the fundamental dynamic between the seller and buyer. Let me go back to my engineering and math roots for a minute and suggest some simple equations that govern the sales/buying process: Seller – has a solution to solve a specific...
by Jonathan Brickman | Oct 4, 2011 | Want to be a great salesperson?
Selling Is Not About Relationships – Matthew Dixon and Brent Adamson – Harvard Business Review. I love this and share this belief completely. Be a challenger! Brick
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 30, 2011 | Closing, Sales Management, Want to be a great salesperson?
It’s almost comical to me how many times I have heard salespeople make it seem that to “ask for the order” is a heroic effort. Huh…Isn’t that what salespeople are supposed to do? I had a call with a seemingly well qualified, solid...
by Jonathan Brickman | Sep 28, 2011 | Inspiration, Real Stories to learn from, Want to be a great salesperson?, What Happened Today
I think it’s normal to get discouraged when you can’t get through to a prospect or they stop communicating, but the reality is many times it’s not disinterest in your service rather other priorities getting in the way of your agenda. I had a perfect...
by Jonathan Brickman | Sep 26, 2011 | Inspiration, Want to be a great salesperson?, Winning Qualities
Remember the fable the hare and the tortoise? Boy, does that famous story ring true on so many levels…most of us fail because give up too soon or we simply run out of time. Did you know that is takes on the order of 10,000 hours to master something? Do you...
Recent Comments