by Jonathan Brickman | Jun 23, 2011 | Closing, Negotiating, Real Stories to learn from, Want to be a great salesperson?
of Buyers! I talked about this in an earlier post but we live in a world of information overload and therefore a more efficient marketplace. Whether you like it or not, you will have competition and if you are successful your efforts will spawn even more competition....
by Jonathan Brickman | May 31, 2011 | Closing, Food For Thought, Negotiating, Want to be a great salesperson?
Since it’s the last day of the month, thought I would share h/t @Jonathan Farrington The 40 Most Common Mistakes Made By Negotiators Published by Jonathan Farrington I have needed to negotiate several times this week; nothing unusual about that, but it got me...
by Jonathan Brickman | Apr 5, 2011 | Negotiating, Sales Management, Want to be a great salesperson?
Saw this course description from Richard P. Farrell and think it hits the nail on the head so wanted to share this: Prospects will do whatever it takes to commoditize your product. Here’s how customers, using the “Client...
by Jonathan Brickman | Mar 30, 2011 | Negotiating, Real Stories to learn from, Selling at Higher Prices, Want to be a great salesperson?, What Happened Today
Sales – a game for grown-ups! We had someone opt-out of a contract today because they wanted to renegotiate the terms of the deal. Now, this can be a frightening event unless you are in a better position…remember there are two sides of every negotiation...
by Jonathan Brickman | Jan 29, 2011 | Negotiating, Selling at Higher Prices, Want to be a great salesperson?
I love these words, because I know I have a fish on the hook and now it’s time to do my job. The “job” is to establish value and once this happens the price objection goes away, fast…so get to work and focus your buyer on their challenges and...
by Jonathan Brickman | Dec 17, 2010 | Closing, Negotiating, Real Stories to learn from, Want to be a great salesperson?, Winning Qualities
….if you don’t, I guarantee that you will be pulled around by the buyer. Buyers are like dogs. I remember when I was a kid and used to walk by a neighbor’s house where there resided an oversized German Shepherd. Every time our eyes met, he could...
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