by Jonathan Brickman | Oct 14, 2010 | Closing, Selling at Higher Prices, Want to be a great salesperson?
I had a conversation today with one of my recently hired salespeople and he wanted to give me some feedback to keep in mind for the next salesperson we hire…..of course I listened. In the spirit of wanting to close business and “get on the board”...
by Jonathan Brickman | Oct 8, 2010 | Selling at Higher Prices, Want to be a great salesperson?
I still find too many salespeople afraid of the price because they think the prospect will be “blown out of the water”….. If you think small you will get small results and if you think big you will get big results. of course, nothing is that simple,...
by Jonathan Brickman | Oct 6, 2010 | Want to be a great salesperson?, Winning Qualities
I ask this question because I think many of us have this backwards. Is it more important to 1) Know your product 2) Know your customer My experience tells me if you don’t know your customer you can’t sell your solution, you can’t negotiate the best...
by Jonathan Brickman | Oct 6, 2010 | Communication, Real Stories to learn from, Want to be a great salesperson?
Well, somehow we clawed our way back and won the deal! There are ongoing debates about whether it’s better to have the best product or the best sales team. I believe you need both to win consistently but if the buyer is on the fence then salesmanship wins...
by Jonathan Brickman | Oct 1, 2010 | Want to be a great salesperson?, Winning Qualities
Nothing for me to add to this tweet from Jill Konrath. https://bit.ly/bEKDvj New quarter, another chance to be even better. Brick
by Jonathan Brickman | Sep 30, 2010 | Want to be a great salesperson?, Winning Qualities
Last day of the month and the quarter so gotta dig deep and figure out a way to close those remaining deals in the forecast. Today is the day you can test whether you have handled the opportunity correctly. If you did, they will close. If they don’t, look in...
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