by Jonathan Brickman | May 22, 2011 | Want to be a great salesperson?, What Happened Today, Winning Qualities
I was doing some planting today and thought “What a great metaphor for business”. How can you relate to a prospect or a client if you don’t really understand their business and their challenges? How can you manage a sales process if you...
by Jonathan Brickman | May 16, 2011 | Closing, Want to be a great salesperson?, Winning Qualities
I asked one of my salespeople today what was new, how did the month look, were the deals in the pipeline still moving forward…all the normal stuff one would ask. Big sigh – lack of response from the prospects, don’t return calls, suddenly the sense...
by Jonathan Brickman | May 16, 2011 | Relationships, What Happened Today, Winning Qualities
My conversation today with someone reminded me of this expression and how it true it rings yet so many of us are quick to get off the phone if there isn’t an immediate opportunity. Business is all about relationships so build them daily with a long view because...
by Jonathan Brickman | May 11, 2011 | Want to be a great salesperson?, Winning Qualities
h/t @Geoffrey James … https://www.bnet.com/blog/salesmachine/the-6-dirty-tricks-customers-play-on-sales-reps/15553 I like this and think all salespeople can relate to these scenarios that we go through with “buyers”. Have fun!...
by Jonathan Brickman | May 10, 2011 | Communication, Want to be a great salesperson?, Winning Qualities
Keep it simple folks. Clear and simple communication is really everything and we often make things more complicated than we need to. Identify the problem and then offer a straightforward solution. Brick
by Jonathan Brickman | Apr 28, 2011 | Closing, Want to be a great salesperson?, Winning Qualities
How come prospects show interest, ask for your best price,….and then disappear? Then you spend days, weeks, months chasing them down for an explanation because it seems like they did a 180 and forgot to tell you something….Sound familiar? All I can say is...
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