by Jonathan Brickman | Nov 17, 2010 | Want to be a great salesperson?, Winning Qualities
Had a call today with a prospective client and they asked about a shorter term deal to get started. As a business, we don’t want shorter term deals but I want their business…so what do I do? What would you do? I politely but firmly let the client know...
by Jonathan Brickman | Nov 12, 2010 | Communication, Want to be a great salesperson?, Winning Qualities
…to engage someone when they ask you “So, what does your business do?”. This is called an elevator pitch, because this is how long the ride is from the lobby to the top floor, and sometimes that’s all the time you have to convey your message so...
by Jonathan Brickman | Nov 11, 2010 | Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
…it’s time to get more focused and work even harder. The wonder of sales is when you least expect it, something happens and then it’s off to the races again. Magic! Most people give up too early before things happen. Persistence brings the...
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 | Oct 31, 2010 | Selling through story telling, Winning Qualities
In honor of Halloween… If you think about it for a second, every buyer is like a kid knocking on a door at Halloween. Will there be a trick or a treat when they get there? When you make your decision to buy, will it be a trick or a treat? Your job as the...
by Jonathan Brickman | Oct 27, 2010 | Communication, Want to be a great salesperson?, Winning Qualities
A well-known Wall Street research firm once wrote a white paper declaring the death of the institutional salesman. No way Jose! If that were the case, people would be buying everything through e-commerce and there would be no salespeople employed. The world still...
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