by Jonathan Brickman | Sep 20, 2010 | Business Principles, Real Stories to learn from, Relationships, Want to be a great salesperson?, Winning Qualities
Shul, for those of you that don’t know, is Yiddish for a Jewish house of prayer. The sermon this Yom Kippur was about community and how religion fosters this and with this brings more human interaction and humanity. An interesting topic in an ever-increasing...
by Jonathan Brickman | Sep 13, 2010 | Business Principles, Negotiating, Want to be a great salesperson?, Winning Qualities
I often hear salespeople and account managers lack a sense of authority and that sends an unwanted message. Remember, when you are in a selling situation or you have a client, they are looking for you to help, they need a problem solved,… so stay in charge. Be...
by Jonathan Brickman | Sep 7, 2010 | Closing, Want to be a great salesperson?, Winning Qualities
I am a big fan of Always Be Closing but the truth of the matter is you can’t close unless the buyer is ready to buy. Now, that doesn’t mean you have to stick to a rigid sales process. If they are ready to buy on the first call, skip the process and...
by Jonathan Brickman | Sep 3, 2010 | Selling through story telling, Want to be a great salesperson?, Winning Qualities
We are visual beings so creating a visual is very effective to sell your solution. We all have a value proposition that we think sounds fabulous but how does that translate to your buyer in their world? Can they fully grasp the impact or are they left wondering? Your...
by Jonathan Brickman | Aug 24, 2010 | Real Stories to learn from, Want to be a great salesperson?, What Happened Today
Had a hot prospect go silent on one of my sales guys – I bet that’s never happened to you before right? 🙂 So, I decided to send a non threatening email and ask for candid feedback…it worked! This person was very open and told us why things stalled...
by Jonathan Brickman | Aug 17, 2010 | Closing, Selling at Higher Prices, Want to be a great salesperson?
It never fails – build a great product and the parasites follow and try to ride your coat tails. But, they always do it on the cheap and try to compete on price. I know it’s a nuisance but the future doesn’t bode well for the cheap imitators. ...
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