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
Sandbagging
How come salespeople always want to underestimate their forecast? I don't get it. I just had my top salesperson tell me about a deal that will sign and when asked about this on Monday he had a "dunno...answer". What is the expression.."Honesty is the best policy". ...
Sharpen your pencil, cont’d…
This expression must be in vogue because I hear almost daily now....what's up with that? Here are some ways to handle this 1) Tell the prospect you lost your pencil sharpener 2) The pencil is already down to a nub 3) Ask them if they sharpen their pencils when they...
Sharpen your pencil!
How many of us have heard this as we are heading to the last steps of closure? One of my salespeople had a beautiful answer to this so I am taking the liberty of sharing it with you anonymously...."I’m going to physically sharpen a pencil literally but not give you a...
Novel concept for many salespeople…
Price proposals need a hard deadline because prices change in all markets! I can't tell you how many salespeople come to me excited that the buyer is ready and wants to sign a deal based on a price presented 30,60, 90,...days ago. Guess, what, gas prices...
The virtue of patience…
I had a conversation today with one of my recently hired salespeople and he wanted to give me some feedback to keep in mind for the next salesperson we hire.....of course I listened. In the spirit of wanting to close business and "get on the board" he now feels like...
Aim High and you will get bigger deals!
I still find too many salespeople afraid of the price because they think the prospect will be "blown out of the water"..... If you think small you will get small results and if you think big you will get big results. of course, nothing is that simple, but your...
What’s more important – product or client knowledge?
I ask this question because I think many of us have this backwards. Is it more important to 1) Know your product 2) Know your customer My experience tells me if you don't know your customer you can't sell your solution, you can't negotiate the best price, you can't...
Follow up to my “ouch” post…
Well, somehow we clawed our way back and won the deal! There are ongoing debates about whether it's better to have the best product or the best sales team. I believe you need both to win consistently but if the buyer is on the fence then salesmanship wins every day!...
An observation on social media
Some people think we are reaching the tipping point and we are get too carried away with this stuff. I don't know if I am in that camp yet... but it does amaze me the amount of wasted time on LinkedIn, Facebook, twitter,.... I jumped into a LinkedIn discussion this...
Amen
Nothing for me to add to this tweet from Jill Konrath. https://bit.ly/bEKDvj New quarter, another chance to be even better. Brick
Dig deep…
Last day of the month and the quarter so gotta dig deep and figure out a way to close those remaining deals in the forecast. Today is the day you can test whether you have handled the opportunity correctly. If you did, they will close. If they don't, look in the...
Connecting
A frequent reader of this blog suggested a good read by Maxwell, "Everyone Communicates Few Connect." https://www.amazon.com/Everyone-Communicates-Few-Connect-Differently/dp/0785214259/ref=sr_1_1?s=gateway&ie=UTF8&qid=1285679813&sr=8-1#reader_0785214259 I...
GET THE LATEST UPDATES
The Brickseller Blog