by Jonathan Brickman | Apr 25, 2010 | Selling at Higher Prices, Want to be a great salesperson?
Why do buyers always ask for the price? And what’s your reply? They are asking the wrong question so don’t let them! That question assumes you are selling a commodity and even if you are why would you reduce your product to that? It’s a recipe...
by Jonathan Brickman | Apr 21, 2010 | Want to be a great salesperson?
OK, I was called out by a reader, who challenged my statement that having a solid pipeline will even out sales production. I still believe this should help achieve a less lumpy sales profile, but what I really meant to say was – there has to be an ongoing...
by Jonathan Brickman | Apr 18, 2010 | Want to be a great salesperson?
Deals come in steadily and not in a lumpy fashion. We got one over the weekend…not bad…love when that happens. The hard work – building a pipeline and working it intelligently – will lead to a steady stream of business. As soon as you take a...
by Jonathan Brickman | Apr 15, 2010 | Want to be a great salesperson?, What Happened Today
80% of Success is showing up! Isn’t that the truth. Most of us give up too soon to realize the rewards! We had a great victory today and a perfect example of continuing to “show up” and the prospect converted to a big client today. Hats off to...
by Jonathan Brickman | Apr 14, 2010 | Want to be a great salesperson?, What Happened Today
We were talking about the volume of buzz words that exist today and we need a dictionary for each industry to keep up with the ever expanding list of buzz words…. So why am I focused on win-win? I’ll tell you why. I think relationships are the key to...
by Jonathan Brickman | Apr 13, 2010 | Want to be a great salesperson?
How many times have we heard a prospect tell us this yet we don’t have a signed contract? I don’t know about you, but if I don’t have a signed contract I still think there is still some selling to be done. How do we end up in this position all too...
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