by Jonathan Brickman | Dec 3, 2010 | Want to be a great salesperson?, What Happened Today
What have you closed today? I don’t know about you but it isn’t a great day unless I close something. People love doing business on Fridays. Pick up that lightweight device they call the telephone and end the week on a high note. See you Monday, my next...
by Jonathan Brickman | Nov 8, 2010 | Real Stories to learn from, What Happened Today, Winning Qualities
I arrived at my office this morning to find my door locked and no key, no way in…. One of my salespeople said “I can get in” and proceeded to remove a tile from the drop ceiling, snake a telephone cable with a loop over the transom, caught the door...
by Jonathan Brickman | Nov 5, 2010 | Closing, Negotiating, Want to be a great salesperson?, What Happened Today
…many times, they want it more. Had a prospect in limbo forever and finally got off the fence when I conveyed that I will have to take our offer off the table if there is no response by Friday. Voila, got the response I was hoping for and there is a call to...
by Jonathan Brickman | Sep 22, 2010 | Business Principles, Real Stories to learn from, Relationships, What Happened Today, Winning Qualities
Had a client today want to restructure a contract because of financial difficulties. What do you do in this case? My belief is to help because that will come back in spades. Think of it as an investment if you have to and I think there is always an ROI when you can...
by Jonathan Brickman | Sep 20, 2010 | Real Stories to learn from, What Happened Today, Winning Qualities
I had an ouch today when I discovered that I offended someone last week – of course, I had no intention of doing so. Be careful with your words, because you can’t take them back once they leave the station…. Perception is reality and in order to be...
by Jonathan Brickman | Sep 7, 2010 | Closing, What Happened Today
Ok, deal closed! We held our ground and we got closure. Sounds simple, but we had “a deal” 3 weeks ago and we were challenged several times along the final process but we held our ground at each step because it was clear the buyer was sold and we had the...
Recent Comments