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The Real Problem With Advertisers

Not all advertisers suck, but some do. In my new book ‘The Desk Closest to the Door – How to Master the Art of Selling Direct Media’, I talk about knowing the difference between a good client and a bad one.

7 Things You Should Know About Building Rapport

Building rapport with your clients is one of you single most important sales tools you have. Here are 7 things you need to think about and do to make sure you are doing it right.

What One Direction Can Teach You About Sales

If you are a parent of a young girl between the age of 8-14 like I am, then the band One Direction is probably mentioned about a 1,000 times a day. No make that 2,000 times a day. Memories of my sad devotion to David Cassidy and the Partridge family is a distant memory, and…

So What Do You Do For A Job?

I am often asked ‘what do you do for a job?’ My mother is the one that usually asks, I think she thinks I operate a waste management business and my real name is Tony. I have kept telling her I am in media sales. “Yes dear, that’s good” Anyway, recently I decided to test…

Is Sales a Four Letter Word?

I was invited recently to do a keynote speech and workshop to a group of managers from a local storage company. The outcome of the speech and workshop was for the managers to accept that sales is not a four letter word. That in fact we are all in the business of selling and influencing…

Your Profits Come From Your Customers

Your profits come from your customers. I came across this from one of my retail friends last week. It’s something that he gets his salespeople tuned into. In fact he shares everything with them about how much money he makes, turnover, marketing everything. He also gives everyone a weekly goal based on how many hours…