Category Archives: Objections & Closing

The Best Advice I Was Ever Given

The Best Advice I Was Ever Given

Someone asked me a tough question the other day – what was the best business advice I had ever received? I settled my answer on a negotiation course I attended as a young manager, a two-day event aimed at turning us into canny negotiators. The workshop was as entertaining as it was informative and theContinue Reading

Price Increases – It’s All In The Approach

Price Increases – It’s All In The Approach

I received a letter today from a supplier advising me all their prices will increase by 5% at the start of their new financial year. The managing director – who I’ve never met – tells me they’ve been forced to pass on cost increases but I’ll be pleased to know it’s their first increase inContinue Reading

How To Improve Your Closing Rates

How To Improve Your Closing Rates

When I teach media sales people how to use scripts, I use a workshop as the framework. The workshop begins by putting sales people into a group of four people. Once the group is ready I create what we call an “an actor’s scriptwriting workshop.” I then ask them to imagine that they are allContinue Reading

Overcoming Your Clients Procrastination

Overcoming Your Clients Procrastination

To attract the best kind of client you FIRST need to be the best media salesperson you can be. If you don’t, then 2013 may be for many of you just another year of disappointment and failure. I got a note from one of my members late last year that asked the question: Dear MikeContinue Reading

Do You Have A FAST PASS At Your Media Company?

Do You Have A FAST PASS At Your Media Company?

Having come back recently from a visit to Disneyland, I experienced less queues or lines that I had to wait in than ever before. Why? I had a FASTPASS. What is a FASTPASS? As you can see from the picture above, lines and waiting for rides at Disneyland can at times, take up to 2Continue Reading

The Secret To A Price Objection

The Secret To A Price Objection

Value is the secret sauce to everything when you price your offers. I am continually asked by media sales people all over the world, how do you work with clients that continually want to bring you back to price? My answer is often “get over yourself”. If you do not understand how your customers valuesContinue Reading

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