by Jonathan Brickman | Jun 22, 2010 | Selling at Higher Prices, Want to be a great salesperson?
Every client is different. They may have the same basic needs, but their situation is different. This is very important to remember and a key reason not to lean on a rigid script for a sales presentation. Listen and then respond...
by Jonathan Brickman | Jun 15, 2010 | Want to be a great salesperson?
Seems like everyone wants an ROI analysis these days to satisfy the brain before making a buy decision, so we all sell ROI, right? Well, what happens if your ROI assumes more sales, more revenues and it doesn’t happen in the 12 month term? We have all been...
by Jonathan Brickman | Jun 14, 2010 | Want to be a great salesperson?, What is Great Client Service?
She used to tell me that good things come in small packages. I always liked that expression and now I have found a way to apply this in business. Have you ever tried sending a prospect or a client a book that was very specific to a known interest of the person? ...
by Jonathan Brickman | Jun 13, 2010 | Want to be a great salesperson?
I am expanding the concept to cover the entire life cycle of a client, not just the sales process: 1) Client Acquisition 2) Account Management 3) Client Retention 4) Account Growth Enjoy and look for broader content....
by Jonathan Brickman | Jun 13, 2010 | Want to be a great salesperson?
Sales is a serious profession so make sure you package yourself accordingly. Your role should be a trusted advisor to consult and provide a solution that will help your clients operate their businesses more effectively. The old stereotype of a “salesman”...
by Jonathan Brickman | Jun 12, 2010 | Sales Management, Want to be a great salesperson?
I never “prepare” for a sales call. In fact, I have never studied for an exam either….you know why?  Because, how can you prepare for something that hasn’t happened? We are not robots folks; we...
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