by Jonathan Brickman | Jun 23, 2011 | Closing, Negotiating, Real Stories to learn from, Want to be a great salesperson?
of Buyers! I talked about this in an earlier post but we live in a world of information overload and therefore a more efficient marketplace. Whether you like it or not, you will have competition and if you are successful your efforts will spawn even more competition....
by Jonathan Brickman | Jun 21, 2011 | Closing, Want to be a great salesperson?
Closing is the hardest part of selling so arguably salespeople should spend their time learning the art of closing. Simple, right, but I don’t see any creativity from most, just text-book techniques. I think great business people are like great golfers and...
by Jonathan Brickman | Jun 9, 2011 | Food For Thought, Want to be a great salesperson?
I have enjoyed the role of building and managing sales folks for many years and this post is worth sharing. I have always believed that the most talented people – in general – are a little off-center. https://t.co/5o8XxES My Dad used to tell me most of...
by Jonathan Brickman | May 31, 2011 | Closing, Food For Thought, Negotiating, Want to be a great salesperson?
Since it’s the last day of the month, thought I would share h/t @Jonathan Farrington The 40 Most Common Mistakes Made By Negotiators Published by Jonathan Farrington I have needed to negotiate several times this week; nothing unusual about that, but it got me...
by Jonathan Brickman | May 22, 2011 | Want to be a great salesperson?, What Happened Today, Winning Qualities
I was doing some planting today and thought “What a great metaphor for business”. How can you relate to a prospect or a client if you don’t really understand their business and their challenges? How can you manage a sales process if you...
by Jonathan Brickman | May 16, 2011 | Closing, Want to be a great salesperson?, Winning Qualities
I asked one of my salespeople today what was new, how did the month look, were the deals in the pipeline still moving forward…all the normal stuff one would ask. Big sigh – lack of response from the prospects, don’t return calls, suddenly the sense...
Recent Comments