by Jonathan Brickman | Sep 7, 2010 | Closing, Want to be a great salesperson?, Winning Qualities
I am a big fan of Always Be Closing but the truth of the matter is you can’t close unless the buyer is ready to buy. Now, that doesn’t mean you have to stick to a rigid sales process. If they are ready to buy on the first call, skip the process and...
by Jonathan Brickman | Sep 7, 2010 | Closing, What Happened Today
Ok, deal closed! We held our ground and we got closure. Sounds simple, but we had “a deal” 3 weeks ago and we were challenged several times along the final process but we held our ground at each step because it was clear the buyer was sold and we had the...
by Jonathan Brickman | Sep 1, 2010 | Closing, Real Stories to learn from
The problem is…our clients aren’t back yet! We finished August better than July but less than expected. The market is still sluggish so we have to dig more! Again, I think it comes down to closing skills and just lots of activity. Get your lunch pail and...
by Jonathan Brickman | Aug 17, 2010 | Closing, Selling at Higher Prices, Want to be a great salesperson?
It never fails – build a great product and the parasites follow and try to ride your coat tails. But, they always do it on the cheap and try to compete on price. I know it’s a nuisance but the future doesn’t bode well for the cheap imitators. ...
by Jonathan Brickman | Aug 14, 2010 | Closing, Negotiating, Selling at Higher Prices
In any negotiation you need to know when to walk and then you need to stick to this. If you can do this with conviction you will have power otherwise your counterpart will smell weakness and it’s a slippery slope. True story – we had a deal with a...
by Jonathan Brickman | Aug 7, 2010 | Closing, Real Stories to learn from, Want to be a great salesperson?
I am back from San Fran on the redeye. For the record, I hate redeyes!!! But there is no choice if you can’t kill a day in the air. Had my meeting and it was beautiful. Sorry, all of you sales 2.0 junkies, old-fashioned selling works and it’s absolutely...
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