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 | 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 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. ...
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