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
Always be Prospecting…
OK, I was called out by a reader, who challenged my statement that having a solid pipeline will even out sales production. I still believe this should help achieve a less lumpy sales profile, but what I really meant to say was - there has to be an ongoing prospecting...
If you have a solid pipeline…
Deals come in steadily and not in a lumpy fashion. We got one over the weekend...not bad...love when that happens. The hard work - building a pipeline and working it intelligently - will lead to a steady stream of business. As soon as you take a break, the pipeline...
Woody Allen said it best…
80% of Success is showing up! Isn't that the truth. Most of us give up too soon to realize the rewards! We had a great victory today and a perfect example of continuing to "show up" and the prospect converted to a big client today. Hats off to the salesperson for...
Win-Win…what the hell does that really mean?
We were talking about the volume of buzz words that exist today and we need a dictionary for each industry to keep up with the ever expanding list of buzz words.... So why am I focused on win-win? I'll tell you why. I think relationships are the key to success in...
“I’m Sold!”…but where is the contract?
How many times have we heard a prospect tell us this yet we don't have a signed contract? I don't know about you, but if I don't have a signed contract I still think there is still some selling to be done. How do we end up in this position all too often? We all...
Would you sell your prized possession at a discount?
Of course you wouldn't so why would you sell your superior product at a discount if that means bringing the price down for all future deals, which means lower commissions, etc.... It's hard, but if you have a better product that delivers more value and more ROI for...
Be maniacal with basic Blocking and Tackling and see big returns!
You don't have to be the smartest guy in the room to be the best salesperson if you just stick to the basics and repeat them every day. Mastering and repeating the little things that have big impact on relationships will win more business than a fancy presentation....
Sales Management – Lead or Keep Score?
I can't take credit for this post but I agree with it. https://allianceinternational.blogspot.com/2010/04/management-wisdom-from-ken-blanchard.html Brick
Do you have a plan for today?
We set a team goal of $500K last month and if it weren't for a small glitch we would have hit it! Something magical happens when you set a goal. Have you ever noticed when you set out to do 50 push-ups you start to shake at number 45....and just get to 50? Business...
The last day of the quarter, love it!!!
I'm an action junkie like most salespeople and that's what happens on the last day of the month or quarter or fiscal year...fireworks! Get your net out and catch some fish - it's deal time! We had a great day today and it's not over, the deals are still coming in. ...
The Poker Game is over….
We won We played our hand correctly and the buyer caved and met our terms. It's so easy to fold when you want/need that deal but a lack of discipline is a bad long term strategy. You don't want every client, trust me. You want clients at the right price that will...
It’s a Poker Game…continued
Same buyer, the round is still not over, time for our bet! Buyer is standing strong with a low ball bid in the face of very clear communication about our pricing. We have countered with options to meet his offer with less product....notice, we are not lowering the...
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