by Jonathan Brickman | Nov 11, 2010 | Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
…it’s time to get more focused and work even harder. The wonder of sales is when you least expect it, something happens and then it’s off to the races again. Magic! Most people give up too early before things happen. Persistence brings the...
by Jonathan Brickman | Nov 5, 2010 | Closing, Negotiating, Want to be a great salesperson?, What Happened Today
…many times, they want it more. Had a prospect in limbo forever and finally got off the fence when I conveyed that I will have to take our offer off the table if there is no response by Friday. Voila, got the response I was hoping for and there is a call to...
by Jonathan Brickman | Oct 27, 2010 | Communication, Want to be a great salesperson?, Winning Qualities
A well-known Wall Street research firm once wrote a white paper declaring the death of the institutional salesman. No way Jose! If that were the case, people would be buying everything through e-commerce and there would be no salespeople employed. The world still...
by Jonathan Brickman | Oct 27, 2010 | Closing, Selling at Higher Prices, Want to be a great salesperson?
This expression must be in vogue because I hear almost daily now….what’s up with that? Here are some ways to handle this 1) Tell the prospect you lost your pencil sharpener 2) The pencil is already down to a nub 3) Ask them if they sharpen their pencils...
by Jonathan Brickman | Oct 20, 2010 | Closing, Negotiating, Selling at Higher Prices, Want to be a great salesperson?
How many of us have heard this as we are heading to the last steps of closure? One of my salespeople had a beautiful answer to this so I am taking the liberty of sharing it with you anonymously….”I’m going to physically sharpen a pencil literally but not...
by Jonathan Brickman | Oct 18, 2010 | Selling at Higher Prices, Want to be a great salesperson?
Price proposals need a hard deadline because prices change in all markets! I can’t tell you how many salespeople come to me excited that the buyer is ready and wants to sign a deal based on a price presented 30,60, 90,…days ago. Guess, what,...
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