by Jonathan Brickman | Apr 13, 2010 | Selling at Higher Prices
Of course you wouldn’t so why would you sell your superior product at a discount if that means bringing the price down for all future deals, which means lower commissions, etc…. It’s hard, but if you have a better product that delivers more value and...
by Jonathan Brickman | Mar 17, 2010 | Real Stories to learn from, Selling at Higher Prices
This is a true scenario. A very large prospect called and told us they had $75K to spend and needed to reach a deal now! Most salespeople would die for this scenario, right? Especially, when our average ticket is $30K. But what if the price for this particular...
by Jonathan Brickman | Mar 10, 2010 | Selling at Higher Prices, Want to be a great salesperson?
I always tell my guys that there is a natural conflict between the seller and buyer so why wouldn’t you expect lots of gamesmanship? Wouldn’t it be nice if you looked at your price sheet, gave a quote, and the buyer said “send me the contract”...
by Jonathan Brickman | Feb 3, 2010 | Selling at Higher Prices
We recently lost a potentially big deal because we were told that our price was more than 20 times the “other” vendor. What does that mean? Does mean that our product is the same and therefore should be priced the same? Or does it mean, that we did a...
by Jonathan Brickman | Jan 11, 2010 | Real Stories to learn from, Selling at Higher Prices
If you are selling a premium product you know that it takes skill and discipline to compete against lower priced products, at least in the beginning…until you have some help from the marketplace. If you are selling a higher priced product in your marketplace I...
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