by Jonathan Brickman | Dec 3, 2010 | Want to be a great salesperson?, What Happened Today
What have you closed today? I don’t know about you but it isn’t a great day unless I close something. People love doing business on Fridays. Pick up that lightweight device they call the telephone and end the week on a high note. See you Monday, my next...
by Jonathan Brickman | Nov 30, 2010 | Want to be a great salesperson?, Winning Qualities
…but, just to have some dinner. We still have 3 or 4 more hours of opportunities on the West Coast! Develop great work habits, help your clients achieve their goals, keep working…and the deals will come. Most people give up too soon. Remember,...
by Jonathan Brickman | Nov 30, 2010 | Closing, Want to be a great salesperson?, Winning Qualities
There is a well known passage that talks about 3 days, two of which we should not worry about – yesterday and tomorrow. “This leaves only one day–today! Anyone can fight the battles of just one day. It is only when we add the burdens of yesterday...
by Jonathan Brickman | Nov 19, 2010 | Want to be a great salesperson?, Winning Qualities
Remember that schoolboy rhyme? Whoever came up with this wasn’t thinking business and the implications of holidays that make months even shorter than 30 days! We have Thanksgiving next week so that kills 3 days so we better hustle because November has less days...
by Jonathan Brickman | Nov 17, 2010 | Want to be a great salesperson?, Winning Qualities
Had a call today with a prospective client and they asked about a shorter term deal to get started. As a business, we don’t want shorter term deals but I want their business…so what do I do? What would you do? I politely but firmly let the client know...
by Jonathan Brickman | Nov 12, 2010 | Communication, Want to be a great salesperson?, Winning Qualities
…to engage someone when they ask you “So, what does your business do?”. This is called an elevator pitch, because this is how long the ride is from the lobby to the top floor, and sometimes that’s all the time you have to convey your message so...
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