Bill Brooks, founder and CEO of The Brooks Group speaks about how to handle price pressure from prospects and offers some proven strategies that will help you sell value and get out of the deadly price-cutting race for good. This presentation was held at the historic Carolina Theater located in downtown Greensboro, North Carolina on December 5th, 2003.

We’ve taken the principles of this presentation and built a training seminar designed to teach you the specific techniques that you need to stand firm and get your price without losing the sale — even when you’re facing intense price pressure. Gain the skills and the knowledge that will make full-price / full-margin selling a reality at your organization. Click here to learn more about this practical seminar on June 15th Or contact us for more information about getting a customized version of this program for your sales team.

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After reading about the recent JetBlue incident and the passengers who were stuck on the tarmac for 8 hours, I got to thinking about all the hours I’ve spent on airplanes.

When you build a national or international business over a 25 year period, you travel a lot. Millions of frequent flyer miles, thousands of flights, hundreds of lost bags and endless hours of delays are part of the story – and your life.

But the bright side of that experience for me was sitting beside such well-known people as Willie Mays, Joe DiMaggio, John Unitas, Mickey Mantle, Muhammad Ali, professional wrestlers, bull riders and everything in between. Music, film and other related celebrities were there too – Paul Newman, Red Buttons, Loretta Swit, Rod Steiger, Dave Robertson, Dr. Benjamin Spock, Patti LaBelle – the list goes on and on.

What did I learn? People are people – no matter who they are. The best way to have someone be interested in you is for you to be interested in them. Period.

The real lesson? If you do something often enough (like fly), you’ll see lots and lots of things if you keep your eyes open. Here’s the real story. Stay the course and build a business requiring travel you need to have:

• Physical stamina
• An understanding spouse or significant other
• Resiliency to rebound from setbacks, delays and problems
• Patience to deal with travel problems
• A tactical mind that enables you to switch plans, planes and priorities on a dime
• The capacity to deal with stress (and time zones)

Plus…the ability to identify the rich and famous without bothering them. It’s kind of like dealing with high level prospects, isn’t it?

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Bill takes you step by step to create you own zero resistance selling.

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This and other podcasts are available to download at itunes to help your selling career. If you have never used itunes and need help to download and install it click here for a tutorial.

You can click the “itunes” icon on the sidebar to take you directly to our podcast site.

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Learn how to use these tips to help manage your time more effectively.

Click the green play button above to play the audio

This and other podcasts are available to download at itunes to help your selling career. If you have never used itunes and need help to download and install it click here for a tutorial.

You can click the “itunes” icon on the sidebar to take you directly to our podcast site.

Tags:sales tips

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