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
Paint a Picture
We are visual beings so creating a visual is very effective to sell your solution. We all have a value proposition that we think sounds fabulous but how does that translate to your buyer in their world? Can they fully grasp the impact or are they left wondering? Your...
You can’t grow unless you keep clients
We won one and lost one today! The math of business is really pretty simple. If you want to grow you have to acquire and retain clients. I am surprised how many organizations are structured to fail at this. The focus is either on one or the other, not both. I...
I hate losing clients, don’t you?
If someone goes out of business or they change their strategy so our solution doesn't make sense anymore..okay, I can live with that. But, if I lose a client to the competition or some other "budget" item, I am pissed! I take full responsibility for losing clients...
Hire Passion not industry knowledge
I hired a new salesperson last week. If you are leading a sales operation you always need a pipeline just like prospects so you can expand as needed with a vetted group of sales candidates....and it's always better to hire someone you know. I have made it my business...
Ok, I am back!
The problem is...our clients aren't back yet! We finished August better than July but less than expected. The market is still sluggish so we have to dig more! Again, I think it comes down to closing skills and just lots of activity. Get your lunch pail and go to...
No Apologies Required!
When I hear things like - I apologize, or is this a good time to speak, or sorry for bugging you,...it makes me cringe. Selling and negotiating is like poker and your language, your tone, your attitude are so important. Do they teach this in all of these fancy sales...
It’s how you say it that matters
Had a hot prospect go silent on one of my sales guys - I bet that's never happened to you before right? 🙂 So, I decided to send a non threatening email and ask for candid feedback...it worked! This person was very open and told us why things stalled and we are now...
Great input = Great output
I used to think I could figure it all out in my head and then I learned the power of sharing. I was wrong! Two heads really are better than one so 3 heads are even better... Keep reading and networking, sharing ideas with clients, colleagues, friends and you will...
Garbage in Garbage out
This expression applies to most things in life so watch what you eat! Eat better, hang around with smart people, read more, work harder, make more calls, build more relationships and you will get caviar, not garbage. It's a simple equation to remember. Let's close...
My Daughter Isabella
I talked about my adventurous son, jack, well I have a pretty cool daughter too and she taught me something this summer worth sharing. Isabella had a major life experience this summer - a week of sleep-away camp. This might not sound like such a big deal, but it is...
My Son Jack
Boy, he has guts. Today he kayaked in the choppy bay, and did it with a smile as the kayak tipped over a couple of times. Jack is 6 and has no fear. He asks great questions, wakes up with a smile on his face every day, and takes on challenges head on. These are...
Don’t be afraid to say “No”
Most of us are afraid to say no because we don't want to lose the deal, right? Well, here is the truth - if you have made it through the sales process and you have done your job and the prospect has invested a lot of time and emotional energy in the process....you can...
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