by Jonathan Brickman | Mar 17, 2010 | Real Stories to learn from, Selling at Higher Prices
This is a true scenario. A very large prospect called and told us they had $75K to spend and needed to reach a deal now! Most salespeople would die for this scenario, right? Especially, when our average ticket is $30K. But what if the price for this particular...
by Jonathan Brickman | Mar 15, 2010 | Want to be a great salesperson?
I give you something, you give me something….it’s a basic approach in sales that we all forget but if you stick to this it maintains balance and ensures your buyer is engaged and not wasting your time. It’s tempting to give things away to make the...
by Jonathan Brickman | Mar 11, 2010 | Want to be a great salesperson?
If most people went with their gut sales processes would be short! Well, unfortunately, in most cases, the brain takes over and wants to validate what the gut wants to do…hence an industry full of business analysts! That’s why I say, if you...
by Jonathan Brickman | Mar 10, 2010 | Selling at Higher Prices, Want to be a great salesperson?
I always tell my guys that there is a natural conflict between the seller and buyer so why wouldn’t you expect lots of gamesmanship? Wouldn’t it be nice if you looked at your price sheet, gave a quote, and the buyer said “send me the contract”...
by Jonathan Brickman | Mar 10, 2010 | Real Stories to learn from, Want to be a great salesperson?
Back in the day when I was pounding the pavement like a caveman looking for food… Wall Street was crashing and I was about to lose a client to a cheap imitation of what we provided because people were afraid, cutting budgets,…all the usual stuff the firms...
Recent Comments