by Jonathan Brickman | May 6, 2010 | Selling at Higher Prices, Want to be a great salesperson?
Knowing when to dig your heels in and having the guts to walk is very important as a salesperson if you want to sell at higher prices and not get squeezed by the buyer. It’s a very simple game afterall – the rules can be reduced as follows Buyer –...
by Jonathan Brickman | May 5, 2010 | Real Stories to learn from, Selling at Higher Prices, Want to be a great salesperson?
Does anyone out there know where this famous line came from? That’s right, Ricky Roma in Glen Gary Glenross, one of the all time greatest sales movies. If you haven’t seen the film, get it tonight, watch, and pay attention!So what is Ricky Roma really...
by Jonathan Brickman | May 4, 2010 | Want to be a great salesperson?
Have you ever been surprised when you receive a gift from your friend, spouse, parent….and they got you something you really liked and you were so blown away because you never expected it? When you are in a client’s office, on the phone, communicating by...
by Jonathan Brickman | Apr 30, 2010 | Want to be a great salesperson?
It never ceases to amaze me how much closes at the end of the month, quarter, year….things that aren’t even in your forecast suddenly surface and close, people hustle and meet this arbitrary deadline. Makes me wonder how we can leverage this phenomenon...
by Jonathan Brickman | Apr 29, 2010 | Want to be a great salesperson?
Have you reached your quota? Have you made enough calls? Are you speaking with qualified buyers? Are you selling value? Do you have a plan every day, every week, every month, every year? Am I making you think? Sales don’t just happen unfortunately. The...
by Jonathan Brickman | Apr 28, 2010 | Want to be a great salesperson?
In Basketball, there is a well known theory called the “Hot-Hand”…https://astro1.panet.utoledo.edu/~ljc/hothands_rec.pdf According to this conjecture, a player has a better chance of hitting a shot after a hit than after a miss….there is no...
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