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 | Mar 15, 2011 | Closing, Selling at Higher Prices, Winning Qualities
This famous quote by Franklin Roosevelt rings so true in business. One of the biggest hurdles to get over in a buyer’s mind is the fear of making a “bad” decision. If you can create comfort for your buyer then you are most of the way there…...
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 8, 2010 | Selling at Higher Prices, Want to be a great salesperson?
Let me ask you again… Is $20K better than nothing if the price should be $30K? I say no, unless you want to lower the market value by 33%. Your price, and the way you present your product, is your value all wrapped up into one number. We had a client today...
by Jonathan Brickman | Oct 27, 2010 | Closing, Selling at Higher Prices, Want to be a great salesperson?
This expression must be in vogue because I hear almost daily now….what’s up with that? Here are some ways to handle this 1) Tell the prospect you lost your pencil sharpener 2) The pencil is already down to a nub 3) Ask them if they sharpen their pencils...
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...
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