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
The end of the month “Gamesmanship”
Here is a direct quote from a prospect after we gave them our best and final offer: That didn’t take long. I think they’re close. We may be able to inch them down a bit but clearly they want a two year contract. Should I let them sweat till Monday and then tell them...
So, What is Great Client Service?
I was looking for some comments, but everyone must have been busy closing deals... Here is the truth - every service provider tells their prospect that they offer great client service, but they don't! The fact is, great client service is really easy, but the...
What is great Client Service?
Think about that and what it really means and what the implications are if you really do provide great client service. Give me your thoughts and then I will respond. Thanks. Brick
“Give me your best price”
How do you answer that question? This happened this week. I am never sure what the person expects me to say to this....Of course, I never supply an answer, rather ask more questions to get more information. Isn't that the right thing to do? Long story short, we...
The importance of “Setting the Stage”
Every client is different. They may have the same basic needs, but their situation is different. This is very important to remember and a key reason not to lean on a rigid script for a sales presentation. Listen and then respond...
Celtics or Lakers cont’d…
Okay, I was wrong. That's why I limit my betting in Vegas when I go! I think last night we had 2 teams, evenly matched, both wanted it badly, and in the end the younger guys prevailed. So, does that mean the team with the better product won? I think so, as much as...
Celtics or Lakers?
I think it comes down to the desire to win folks just like in business. We have 2 great teams, evenly matched overall, but who wants it more? What team is going to execute better tonight, make less mistakes, play with more intensity? I admit, I am biased being a...
Build a great culture and the rest will follow
Here is an interesting article about the power of culture and how is translates to branding, marketing. Great behavior comes from buying into the culture, so build the culture first....
The Danger of selling ROI
Seems like everyone wants an ROI analysis these days to satisfy the brain before making a buy decision, so we all sell ROI, right? Well, what happens if your ROI assumes more sales, more revenues and it doesn't happen in the 12 month term? We have all been there so...
Customer Loyalty
We all want this cherished status with our clients, but do you realize how hard this is to attain? Many of us think that clients are satisfied and loyal if we meet their expectations. Well, I have news for you, most will leave in a heartbeat if you are just a...
My babysitter was right…
She used to tell me that good things come in small packages. I always liked that expression and now I have found a way to apply this in business. Have you ever tried sending a prospect or a client a book that was very specific to a known interest of the person? ...
Change of direction for the blog
I am expanding the concept to cover the entire life cycle of a client, not just the sales process: 1) Client Acquisition 2) Account Management 3) Client Retention 4) Account Growth Enjoy and look for broader content. Brick
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