by Jonathan Brickman | Dec 30, 2010 | Want to be a great salesperson?, Winning Qualities
…which means the snow is falling and so are the end of year deals. It never ceases to amaze me how the buyers rise from the dead to make a last-minute purchase. It happens every year. We still have a couple of days left this year so keep working. I expect...
by Jonathan Brickman | Dec 25, 2010 | Want to be a great salesperson?, Winning Qualities
Simple, but probably the best advice anyone can receive. If you don’t know where you are going, you will never get there. As we head into the year-end think about your accomplishments and tell me if you have achieved what you planned. If you can’t...
by Jonathan Brickman | Dec 17, 2010 | Closing, Negotiating, Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
….if you don’t, I guarantee that you will be pulled around by the buyer. Buyers are like dogs. I remember when I was a kid and used to walk by a neighbor’s house where there resided an oversized German Shepherd. Every time our eyes met, he could...
by Jonathan Brickman | Dec 17, 2010 | Want to be a great salesperson?, Winning Qualities
I have a lucite block with these words in it. I should pull it out of the box and put it on my desk again so I have a constant reminder to remain focused on what matters. There is too much noise out there and we are all losing focus. It’s amazing how much more...
by Jonathan Brickman | Dec 8, 2010 | Education, Want to be a great salesperson?, Winning Qualities
One thing is certain in life – the world keeps changing so change with it or you will be left behind. It never ceases to amaze me how people (prospects, clients, employees…) resist change when there is a direct benefit associated with the change. We are...
by Jonathan Brickman | Dec 6, 2010 | Want to be a great salesperson?, Winning Qualities
Maybe this is a bit old-fashioned, but are the days of persuasion and good old-fashioned salesmanship over now that most of us have adopted “sales 2.0”? How many salespeople still believe their job is to sell versus educate and guide the buyer towards...
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