by Jonathan Brickman | Feb 8, 2011 | Real Stories to learn from, Want to be a great salesperson?, What Happened Today, Winning Qualities
I will never forget the one sales course I took many years ago. The instructor was great…high energy, engaging,….but I don’t remember much of the theory besides something about peeling back the onion and asking open-ended questions…. What I...
by Jonathan Brickman | Feb 4, 2011 | Real Stories to learn from, Relationships, What Happened Today
…when the phone’s gonna ring and you have a deal. That’s the fun part of sales. One minute you’re wondering where the next deal is coming from and the next minute you’re back in business. Received an email from a former client tonight...
by Jonathan Brickman | Jan 28, 2011 | Closing, Real Stories to learn from, Want to be a great salesperson?, What Happened Today
We had a prospect this week tell us that we didn’t have a deal because of their budget constraint. It would have been easy to move on but we made a call, figured out a compromise on the structure and offering and we made a deal. In my experience,...
by Jonathan Brickman | Jan 5, 2011 | Want to be a great salesperson?, What Happened Today
I have asked this question of my salespeople repeatedly and no one can give me a clear answer. No one thinks to ask this easy, risk free question. This is a question we should all ask every time we win a deal. The reason may be different than what you think and you...
by Jonathan Brickman | Dec 13, 2010 | Closing, Want to be a great salesperson?, What Happened Today
On Friday, I was home after a long week when the phone rang at 8:30PM. It was a salesperson with a deal! We agreed on the terms and we had a signed contract at 9:43PM on Friday evening. That’s impressive! How many of us are willing to invest the extra effort...
by Jonathan Brickman | Dec 6, 2010 | What Happened Today, Winning Qualities
Monday We talked about this “day” last week…Isn’t it nice when you can start the week with a deal to eliminate any of those Monday morning blues? My 9th grade science teacher used to say “It’s all in the mind…”. Had no...
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