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
Have some guts, call out your buyer, so you don’t waste time
If the one thing you do differently as a salesperson is to really qualify your suspects better... you will become more productive and sell more, guaranteed! Minimize or eliminate all of the actvities that are time wasters and get in the way of closing business. There...
The Tipping Point
Lot's of us have read the book "The Tipping Point". It's really true. In Physics they call it inertia, which is a fancy word for saying that there is some force that has to be overcome... It's a cool thing when this happens in business and all of a sudden the flood...
Should you always take the money and run?
This is a true scenario. A very large prospect called and told us they had $75K to spend and needed to reach a deal now! Most salespeople would die for this scenario, right? Especially, when our average ticket is $30K. But what if the price for this particular...
Trade every step of the way to stay in balance
I give you something, you give me something....it's a basic approach in sales that we all forget but if you stick to this it maintains balance and ensures your buyer is engaged and not wasting your time. It's tempting to give things away to make the buyer think you...
Sales would be much easier if people trusted their gut.
If most people went with their gut sales processes would be short! Well, unfortunately, in most cases, the brain takes over and wants to validate what the gut wants to do...hence an industry full of business analysts! That's why I say, if you can... close when the...
It’s a poker game after all, so be prepared to play!
I always tell my guys that there is a natural conflict between the seller and buyer so why wouldn't you expect lots of gamesmanship? Wouldn't it be nice if you looked at your price sheet, gave a quote, and the buyer said "send me the contract" and voila! We all know...
I promised you a story to start the day
Back in the day when I was pounding the pavement like a caveman looking for food... Wall Street was crashing and I was about to lose a client to a cheap imitation of what we provided because people were afraid, cutting budgets,...all the usual stuff the firms do when...
Are you insane?
How many of us rely on the same approach day after day? Albert Einstein once said "The definition of insanity is doing the same thing over and over again and expecting different results". Think about this quote for a second and ask yourself, does this quote apply to...
Sales 2.0 will never be the complete answer, trust me
Just came back from a client visit. I am a big user of social media these days and believe in it greatly but nothing beats in person communication, nothing! Get out there and meet people, network, take chances, get our of your comfort zone... The brain is a much...
Stay in Control!
How come Business seems to come in at the end of the day, end of the week, end of month, end of the quarter, end of the year... Prospects ask for more time to evaluate your product Prospects talk about budget constraints When I ask my sales team what's gonna close...
Yo Pauly, I’m with your sistah, call ya latah!!!
Guys, I know you are out there but you aren't talking to me yet. You can't possibly believe and agree with everything I am saying, can you? Please comment, participate... so I know what you are thinking. It will help me help you. Have a good one and rest up for...
What are you gonna close today?
That's my attitude every day I wake up and ask my team. I ask myself the same question and my advice is to follow this too. As I like to say, "Where's the papah?"...with my Boston accent. Gotta always be closing. Get rid of the word waiting or process from your...
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