by Jonathan Brickman | Feb 8, 2011 | Real Stories to learn from, Want to be a great salesperson?, What Happened Today, Winning Qualities
I will never forget the one sales course I took many years ago. The instructor was great…high energy, engaging,….but I don’t remember much of the theory besides something about peeling back the onion and asking open-ended questions…. What I...
by Jonathan Brickman | Feb 7, 2011 | Closing, Want to be a great salesperson?, Winning Qualities
Execution is the name of the game and the Packers were the better team last night. If you turn the ball over, don’t read the defense correctly, miss your plays…you’re gonna have problems scoring. We aren’t playing football…but sound...
by Jonathan Brickman | Jan 29, 2011 | Negotiating, Selling at Higher Prices, Want to be a great salesperson?
I love these words, because I know I have a fish on the hook and now it’s time to do my job. The “job” is to establish value and once this happens the price objection goes away, fast…so get to work and focus your buyer on their challenges and...
by Jonathan Brickman | Jan 28, 2011 | Closing, Real Stories to learn from, Want to be a great salesperson?, What Happened Today
We had a prospect this week tell us that we didn’t have a deal because of their budget constraint. It would have been easy to move on but we made a call, figured out a compromise on the structure and offering and we made a deal. In my experience,...
by Jonathan Brickman | Jan 24, 2011 | Inspiration, Want to be a great salesperson?, Winning Qualities
Winners always find a way to win, don’t they? Big Ben didn’t have his best game but he rose to the challenge when he had to and the rest is history. We will once again see the Steelers in the Superbowl. I sort of feel like the Steelers the last few weeks...
by Jonathan Brickman | Jan 20, 2011 | Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
Okay, I had my money on Tom Brady and my Patriots, but I’m all in for the Steelers now! Unlike Big Ben, Tom couldn’t make it happen and that’s the end to a great year. The best team (product) doesn’t always win for a host of reasons. I am...
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