by Jonathan Brickman | Nov 1, 2011 | Want to be a great salesperson?, Winning Qualities
I think we often lose track of the fundamental dynamic between the seller and buyer. Let me go back to my engineering and math roots for a minute and suggest some simple equations that govern the sales/buying process: Seller – has a solution to solve a specific...
by Jonathan Brickman | Oct 26, 2011 | Food For Thought, Winning Qualities
Why Everyone Should Work in Sales — at Least for a While By Jeff Haden | May 20, 2011 Jeff Haden Biography Jeff Haden learned much of what he knows about management as he worked his way up the printing business from forklift driver to manager of a 250-employee book...
by Jonathan Brickman | Oct 25, 2011 | Real Stories to learn from, What Happened Today, Winning Qualities
Getting an opportunity to present your solution is the biggest hurdle in the sales process so when you get your chance to bat, make it count because you may not get another chance at the plate. I was listening in on a sales call yesterday and the prospective client...
by Jonathan Brickman | Oct 3, 2011 | Business Principles, Communication, Want to be a great salesperson?, Winning Qualities
Isn’t it frustrating when you know in your heart that you have something that will help the market but you just can’t break through the noise? Does this sound familiar? 1. We don’t have the budget 2. We have other priorities 3. Call me in 3 months 4....
by Jonathan Brickman | Sep 26, 2011 | Inspiration, Want to be a great salesperson?, Winning Qualities
Remember the fable the hare and the tortoise? Boy, does that famous story ring true on so many levels…most of us fail because give up too soon or we simply run out of time. Did you know that is takes on the order of 10,000 hours to master something? Do you...
by Jonathan Brickman | Sep 10, 2011 | Communication, Lead Generation, Marketing, Winning Qualities
If you have a valuable service, it will sell. Ok, so how do you connect with buyers to win business? In my opinion, nothing is more important that nailing the messaging and making sure it’s consistent and everywhere. The right messaging will 1. Create demand...
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