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
What can we learn from the Celtics?
If you want to have a great business, build a machine that methodically generates products and business. Businesses based on individual superstars have a short shelf life and they are only as good as the superstar. It's the same with sports. You know why the Celtics...
“Blink” and Relationships
This is a true story with a really neat ending that validates my strongest conviction in business, build lasting, meaningful relationships. On my way to New York one morning I cracked open my new book, Blink, to pass the time for my 3 hour journey from DC. I was on...
Relationships
I would argue that relationships are the most valuable asset any organization has, so how come so few of us build our business around taking care of relationships? Great relationships will lead to success so we have to build in processes at every step to ensure we...
Here’s a question I bet most don’t ask…
After all the hard work, stress, presentations...you win the deal, hooray! You think you know why you won the business, but do you really know why you got the deal? After your next deal, ask the client why they did business with you. I bet you will be surprised. ...
Moving past the cliche approach
Ok, by now everyone knows you should be asking good questions, listening, discovering pain and all that stuff that is in every sales book, webinar, training seminar. Everyone is doing the same thing so how do you stand out? It's fine to focus on your service and the...
Knowing when to say “No”
Knowing when to dig your heels in and having the guts to walk is very important as a salesperson if you want to sell at higher prices and not get squeezed by the buyer. It's a very simple game afterall - the rules can be reduced as follows Buyer - wants the lowest...
You never open your mouth until you know what the shot is.
Does anyone out there know where this famous line came from? That's right, Ricky Roma in Glen Gary Glenross, one of the all time greatest sales movies. If you haven't seen the film, get it tonight, watch, and pay attention!So what is Ricky Roma really saying...
The value of paying attention
Have you ever been surprised when you receive a gift from your friend, spouse, parent....and they got you something you really liked and you were so blown away because you never expected it? When you are in a client's office, on the phone, communicating by email, IM,...
Last Day of the Month again
It never ceases to amaze me how much closes at the end of the month, quarter, year....things that aren't even in your forecast suddenly surface and close, people hustle and meet this arbitrary deadline. Makes me wonder how we can leverage this phenomenon that has...
2 Days left in the month
Have you reached your quota? Have you made enough calls? Are you speaking with qualified buyers? Are you selling value? Do you have a plan every day, every week, every month, every year? Am I making you think? Sales don't just happen unfortunately. The phone...
The “Hot-Hand” Theory, is there something to this?
In Basketball, there is a well known theory called the "Hot-Hand"...https://astro1.panet.utoledo.edu/~ljc/hothands_rec.pdf According to this conjecture, a player has a better chance of hitting a shot after a hit than after a miss....there is no real statistical...
It’s not the price stupid it’s the return!
Why do buyers always ask for the price? And what's your reply? They are asking the wrong question so don't let them! That question assumes you are selling a commodity and even if you are why would you reduce your product to that? It's a recipe for disaster folks....
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