by Jonathan Brickman | Jul 29, 2010 | Closing, Want to be a great salesperson?
We are all over-trained to ask questions as opposed to talking so much, right? This is fundamentally a good idea, but let me ask you a question – What kinds of questions should you be asking? Do you think it’s useful to ask the same routine questions that...
by Jonathan Brickman | Jul 21, 2010 | Want to be a great salesperson?
This is really true but only if you are working hard and smart every day. We had a great surprise this week when a client we have been working diligently called us and asked for a corporate license that would mean a very significant upsell for us. Basic blocking and...
by Jonathan Brickman | Jul 17, 2010 | Selling at Higher Prices, Want to be a great salesperson?
As much as we would like everyone to be a client, it just doesn’t work that way in business. First of all, your service will not be relevant for every buyer and secondly, others, that should be buyers will try and reduce your service to a commodity and buy on...
by Jonathan Brickman | Jul 14, 2010 | Want to be a great salesperson?
Just finished reading “How successful people think” by John Maxwell. Great read and will be added to my list of “Food for Thought”. The title says it all and Maxwell does a nice job presenting the concepts. Great business people continue...
by Jonathan Brickman | Jul 7, 2010 | Want to be a great salesperson?, What Happened Today
When your buyer tells you this, what do you say? What is the buyer really saying? What is the underlying question? We get asked this question every day as sales professionals and the way we answer this question impacts the sales process in a huge way. Real Life...
by Jonathan Brickman | Jun 24, 2010 | Real Stories to learn from, Selling at Higher Prices, Want to be a great salesperson?
How do you answer that question? This happened this week. I am never sure what the person expects me to say to this….Of course, I never supply an answer, rather ask more questions to get more information. Isn’t that the right thing to do? Long story...
Recent Comments