by Jonathan Brickman | Nov 5, 2010 | Closing, Negotiating, Want to be a great salesperson?, What Happened Today
…many times, they want it more. Had a prospect in limbo forever and finally got off the fence when I conveyed that I will have to take our offer off the table if there is no response by Friday. Voila, got the response I was hoping for and there is a call to...
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 | Sep 13, 2010 | Business Principles, Negotiating, Want to be a great salesperson?, Winning Qualities
I often hear salespeople and account managers lack a sense of authority and that sends an unwanted message. Remember, when you are in a selling situation or you have a client, they are looking for you to help, they need a problem solved,… so stay in charge. Be...
by Jonathan Brickman | Aug 27, 2010 | Negotiating, Selling at Higher Prices, Winning Qualities
When I hear things like – I apologize, or is this a good time to speak, or sorry for bugging you,…it makes me cringe. Selling and negotiating is like poker and your language, your tone, your attitude are so important. Do they teach this in all of these...
by Jonathan Brickman | Aug 17, 2010 | Negotiating, Real Stories to learn from, Selling at Higher Prices
Most of us are afraid to say no because we don’t want to lose the deal, right? Well, here is the truth – if you have made it through the sales process and you have done your job and the prospect has invested a lot of time and emotional energy in the...
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...
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