The Brooks Group

AUGUST 26, 2009

Over 1 million people have viewed this video to date and it is a shame 1 billion people have not. I have always found it interesting that retail businesses have had the ability to establish price and for the most part that price is non-negotiable. Why is it that in B2B sales everything appears to have some level of negotiation? However, in our roles as consumers for items such as office supplies, food, gasoline and a host of other items; we seldom think twice about paying the listed price.

B2B Sales 40

B2B Sales Retail Sales Food 40

The Brooks Group

AUGUST 21, 2009

Thank you to the people who responded to the question above. All great insights. Congratulations to the winner, Rick Thomas ! We will be sending you a copy of “How To Sell At Margins Higher Than Your Competitors,” by Bill Brooks & Larry Steinmetz. The image above is a very simple representation of the timeless sales truth that buyers – when they are able to see the true value of a product or service to themselves or their organization – will pay full price or fee (within reason, of course).

Sales 40

Sales Prospecting Training 40

The Brooks Group

AUGUST 7, 2009

Here are 6 and a half mistakes I have seen salespeople make. We are all guilty of some of these. However, I hope that this list will serve as a reminder to help you from engaging in the following mistakes. 1. Never quote price to an unsold buyer. Far too many salespeople fall victim to the urge of quoting price prematurely. Until you have defined the prospect's or customer's issues and presented a solution that is on target, your price will be perceived as being too high because you have not est

Prospecting 40

Prospecting Sales 40