by Jonathan Brickman | Feb 4, 2010 | Want to be a great salesperson?
I know this sounds really basic, but it’s the basics that matter and thus, that’s what I like to focus on. If you do the basic blocking and tackling better than your competition – which you have complete control of – you will be more...
by Jonathan Brickman | Jan 28, 2010 | Want to be a great salesperson?
You sales guys know what I mean, right? Did you hit your quota? How’s the market? Are you feeling anxious or excited? These are the thoughts and feelings that go along with “The end of the month”. We can’t control the market. But…and...
by Jonathan Brickman | Jan 26, 2010 | Want to be a great salesperson?
Let’s be honest – how many of us still struggle with this and fall back on features when we hit some resistance? Here is the answer to this rhetorical question – most salespeople still do this. And even the ones that have been through the zillions...
by Jonathan Brickman | Jan 26, 2010 | Want to be a great salesperson?
This is counterintuitive for most salespeople because they have read so many of the same kind of sales books….but if you do your work upfront you will be much more efficient, know what you are dealing with, and increase your closing ratio. I would like to think...
by Jonathan Brickman | Jan 22, 2010 | Want to be a great salesperson?
I think we all share the frustration of wanting to know where we stand when we think we have done our job, completed the sales process and it’s time for an answer. We are all hoping for a “yes” but you know what…a “no” is better...
by Jonathan Brickman | Jan 16, 2010 | Want to be a great salesperson?
If you are a salesperson, there is nothing more frustrating than wasting time on activities that get in the way of selling…am I right? It’s hard enough getting someone to listen to you and get them engaged in your service these days…you certainly...
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