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 | Jul 17, 2010 | Selling at Higher Prices, Want to be a great salesperson?
As much as we would like everyone to be a client, it just doesn’t work that way in business. First of all, your service will not be relevant for every buyer and secondly, others, that should be buyers will try and reduce your service to a commodity and buy on...
by Jonathan Brickman | Jun 30, 2010 | Selling at Higher Prices
Borrowed this…agree 110% Hint…it’s option #1! Higher Prices are the answer to building a loyal, successful, lasting business. Brick
by Jonathan Brickman | Jun 30, 2010 | Selling at Higher Prices
This is when all the fun happens so get ready. I have never understood the need to wait until the last-minute to get things done, but it is what it is. If my friend Issac Newton were still alive he probably would have made this his fourth law of physics because it...
by Jonathan Brickman | Jun 29, 2010 | Real Stories to learn from, Selling at Higher Prices
Here is a direct quote from a prospect after we gave them our best and final offer: That didn’t take long. I think they’re close. We may be able to inch them down a bit but clearly they want a two year contract. Should I let them sweat till Monday and then tell them...
by Jonathan Brickman | Jun 24, 2010 | Real Stories to learn from, Selling at Higher Prices, Want to be a great salesperson?
How do you answer that question? This happened this week. I am never sure what the person expects me to say to this….Of course, I never supply an answer, rather ask more questions to get more information. Isn’t that the right thing to do? Long story...
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