The Brickseller
If you have questions or topics you want to see discussed on The Brickseller, give me a call or drop me a line.
Jonathan Brickman
16355 Via Venetia West
Delray Beach, FL 33484
P: (240) 670-5323
Are you really listening?
I had a call with a prospect yesterday who passed on our service a couple of years ago. The notes said it was price but the prospect said it was coverage of his requirements...which one was it? Maybe it was both? The point is - be very clear to understand what the...
How do you stay in control of the process?
Remember it's just a game and many times a game of chicken. Whoever takes control of the process will dictate the pace of the process so the objective is to take control of the process. I was speaking to someone this week who asked for 3-6 months of...
Get out of the corner
How can you expect to start a relationship, create an opportunity, build a relationship if you are sitting back waiting for something to happen? I had someone contact me about a blog post today and it was proof that my action led to another action, a beautiful thing,...
Get the message correct
If you have a valuable service, it will sell. Ok, so how do you connect with buyers to win business? In my opinion, nothing is more important that nailing the messaging and making sure it's consistent and everywhere. The right messaging will 1. Create demand with...
If at first you don’t succeed…
Try, try again...as the old adage goes. Nothing is more true than this statement if you want to achieve a goal. There is no substitute for pure, raw ambition. Drive will get you through the day, the troughs while you are pursuing your prize! I have always made note...
If it seems easy….
It's a funny thing in business, but very true, that the guys and gals that have time to talk and seem to get it usually are time wasters and the probability of winning their business is much lower than perceived. Real buyers almost always say no initially and/or make...
MoveOn.org
One thing I know for sure is calling the same guy over and over again hoping they will say yes is a losing proposition and a colossal waste of everyone's time. Try knocking another door or just move on. Your time as salesperson is valuable and if it's spent on dead...
7 is a magical number, did you know that?
Most business cycles last 7 years, the big wave seems to come every 7th time, it takes on average 7 touches to get a response from a prospect... Here is the reality, most give up too early. Great salespeople, entrepreneurs, athletes and so on all have undying...
Every once in a while…
If you get lucky, once in a while...everything with an opportunity seems to work out according to the playbook and then you get a renewed sense of enthusiasm! I was fortunate to have one of those over the last couple weeks, which was refreshing and reinforcing that...
Some questions are better than others…
Here is a post from my mate in New Zealand, Nathan. Thanks Nate for the great content, well worth sharing. I certainly agree that asking the "right" questions will lead your buyer down the path you want and gently force them to think about the issues around your...
Don’t be afraid
Although I still believe in old-fashioned communication, we have to all embrace technology and the new behavior of consumers - they use the web and search, do research....so leverage this behavior. I had dinner and drinks with a Doc tonight and lo and behold he is...
Marketing – what bait should I use today?
Marketing is a lot like fishing if you think about it. You have to know what bait to use to catch fish and the bait is different for the current conditions. The bait is your messaging at the core and that is really everything in business. Once you have...
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