If you read my blog often you know that I am really big on having a process for everything. Why? First, most salespeople thrive when structure is present. Second, I am a roll with the flow kind of guy and I recognised long ago that randomness kills my ability to be a raging success. More
Media salespeople love to talk, which is fine – as long as they also know how to listen. And they don’t just talk to their clients, they also talk to their peers, and it is during these peer-to-peer conversations that sales legends are born. More
Are you tired of hearing that print ads are not trackable? Me too! In nearly all of my ad sales training workshops I hear the above as one of the most common objections from advertisers. So, here is the answer. More
What will you do to exceed your goals in 2020? In my ad sales training travels I see some media sales people drift aimlessly from day-to-day and year-to-year. There is no focus on a long-term plan for their life, let alone for their sales life. Other ad sales executives set detailed goals and conform strictly to daily to-do lists. The rest of us are somewhere in the middle. Now that you know you are “normal”, where do you grow from here and set goals for 2020 that will help you grow, go, and maybe even glow? More
“I have no budget” or “My budget is allocated for the year” are the most common objections I hear as a media sales professional. More
Many ad sales trainers talk about the “good ole days” before email. When the phone was your weapon of choice. Many even suggest that email has ruined the media sales process. I could NOT disagree more. If used in the right way it can truly help the media sales professional win and grow business. More
Is there any part of the selling process that scares you? Cold-calling maybe? The close? Or perhaps it’s the part where your prospective client hurls a metaphoric wrench in your up-to-now perfect presentation by raising an objection. An objection! Your mind spins, your mouth is suddenly dry, and you watch, helplessly, as a lucrative sale spirals down to crash and burn. More
I have a number of business quotes I’ve found to be true and that I live by and share in my ad sales training. One of my favourites is: “Always be looking for repeatable patterns of sales success”. That advice most definitely applies to the art of building an ad sales proposal that works — time and time again. More
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