by Jonathan Brickman | Oct 20, 2010 | Closing, Negotiating, Selling at Higher Prices, Want to be a great salesperson?
How many of us have heard this as we are heading to the last steps of closure? One of my salespeople had a beautiful answer to this so I am taking the liberty of sharing it with you anonymously….”I’m going to physically sharpen a pencil literally but not...
by Jonathan Brickman | Oct 18, 2010 | Selling at Higher Prices, Want to be a great salesperson?
Price proposals need a hard deadline because prices change in all markets! I can’t tell you how many salespeople come to me excited that the buyer is ready and wants to sign a deal based on a price presented 30,60, 90,…days ago. Guess, what,...
by Jonathan Brickman | Oct 14, 2010 | Closing, Selling at Higher Prices, Want to be a great salesperson?
I had a conversation today with one of my recently hired salespeople and he wanted to give me some feedback to keep in mind for the next salesperson we hire…..of course I listened. In the spirit of wanting to close business and “get on the board”...
by Jonathan Brickman | Oct 8, 2010 | Selling at Higher Prices, Want to be a great salesperson?
I still find too many salespeople afraid of the price because they think the prospect will be “blown out of the water”….. If you think small you will get small results and if you think big you will get big results. of course, nothing is that simple,...
by Jonathan Brickman | Oct 6, 2010 | Want to be a great salesperson?, Winning Qualities
I ask this question because I think many of us have this backwards. Is it more important to 1) Know your product 2) Know your customer My experience tells me if you don’t know your customer you can’t sell your solution, you can’t negotiate the best...
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