by Jonathan Brickman | Sep 20, 2013 | Want to be a great salesperson?, Winning Qualities
I remember a call with my uncle, who was a professional salesman, telling me he could finally stop “pushing” now that he retired. There simply is no end to a day or pursuit of business if you are a salesperson. Someone posted this cartoon today, which...
by Jonathan Brickman | Sep 19, 2013 | Want to be a great salesperson?, What Happened Today
I am not a big fan of cold calls anymore with all of the tools we have at our disposal, but I still make some calls…just to stay sharp and preserve the fine art of calling a stranger. And, I do think there is still room for some cold calls. But, I do love...
by Jonathan Brickman | Sep 12, 2013 | Want to be a great salesperson?, What Happened Today, Winning Qualities
Pay attention and listen. I had a quick trip to the midwest this week to make a presentation to a very large and prestigious Academic Institution and like a good student I did more listening than speaking and the outcome was terrific. I did have the advantage of...
by Jonathan Brickman | Aug 27, 2013 | Want to be a great salesperson?, Winning Qualities
This question annoys me so much I have to get on my platform again so please indulge me for a few moments. I dislike this question so much because it violates so many of the very basic tenets of selling and it’s the opening line! 1. It’s a closed end...
by Jonathan Brickman | Aug 12, 2013 | Want to be a great salesperson?, What Happened Today
I don’t know about you but I learn best by doing as opposed to reading or watching. Instead of relying on formal training courses and other conventional approaches, try supplementing your learning by taking sales calls across a variety of industries. It really...
by Jonathan Brickman | Aug 8, 2013 | Sales Management, Want to be a great salesperson?
Here is an excerpt from a very long, but very typical, promotion for a sales training course that went on for days….they always end with this: And it’s no coincidence that you have been reading this far right now. I believe there are no accidents in our life. We...
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