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 20, 2011 | Sales Management, Want to be a great salesperson?
I had a call with a prospect yesterday who passed on our service a couple of years ago. The notes said it was price but the prospect said it was coverage of his requirements…which one was it? Maybe it was both? The point is – be very clear to understand...
by Jonathan Brickman | Sep 18, 2011 | Want to be a great salesperson?
Remember it’s just a game and many times a game of chicken. Whoever takes control of the process will dictate the pace of the process so the objective is to take control of the process. I was speaking to someone this week who asked for 3-6 months of...
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 8, 2011 | Inspiration, Want to be a great salesperson?, Winning Qualities
Try, try again…as the old adage goes. Nothing is more true than this statement if you want to achieve a goal. There is no substitute for pure, raw ambition. Drive will get you through the day, the troughs while you are pursuing your prize! I have always made...
by Jonathan Brickman | Sep 6, 2011 | Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
It’s a funny thing in business, but very true, that the guys and gals that have time to talk and seem to get it usually are time wasters and the probability of winning their business is much lower than perceived. Real buyers almost always say no initially and/or...
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