Category Archives: Appointments & Relationship Building

Have You Played the Before During and After Game?

Have You Played the Before During and After Game?

Every sale is made before, then during, and then after the sale. We can influence all of these areas and ultimately in a certain way that a sale is almost guaranteed. So what do I mean?Continue Reading

The Power of Keeping Promises

The Power of Keeping Promises

Today all over the world virtually every media sales person, no matter what medium they are in, be it TV, Radio, online, newspapers, whatever, makes a promise. The promise might be to follow up after an advertising campaign, or a referral or even a client that wants to advertise or use your service. The sadContinue Reading

Dinner with Churchill

Dinner with Churchill

Churchill combined his brilliant talent of communication by utilizing the importance of setting up key meetings over dinner with the likes of Joseph Stalin and Franklin Roosevelt to fight the war according to his strategic vision.
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What To Do If You Notice Your Client List Decreasing

What To Do If You Notice Your Client List Decreasing

One of the many complaints that I get from direct media sales people is that all of a sudden their client lists are decreasing. Why are more falling off their lists than they are adding on they ask? We have written about this occurrence in the past, we call it the conveyor belt theory. EveryContinue Reading

More on Telephone Appointment Setting

More on Telephone Appointment Setting

Recently I wrote an article on making appointments using the telephone Ten Tips for Setting Appointments Over the Phone - subsequently I received some great feedback including this one: “selling over the phone it very hard. Mostly because so many people and companies have abused the process. I disagree with the whole scripting idea. Hire realContinue Reading

The Secret to Getting Inside Your Customer’s Head

The Secret to Getting Inside Your Customer’s Head

I was reminded recently the power of taking advantage of events, be it natural or topical. It’s called the Robert Collier Principle Robert Collier is a famous copywriter and author who said, as a marketer, you want to enter the conversation already going on in your clients or prospects head. Using current events, holidays andContinue Reading

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