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...
by Jonathan Brickman | Oct 6, 2010 | Communication, Real Stories to learn from, Want to be a great salesperson?
Well, somehow we clawed our way back and won the deal! There are ongoing debates about whether it’s better to have the best product or the best sales team. I believe you need both to win consistently but if the buyer is on the fence then salesmanship wins...
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