I play golf and to be fair to myself when I’m on, I’m not bad at it. I play off a 9. So when a golfing buddy of mine suggested we target golf clubs around Sydney and then Australia and offer them our brilliant marketing expertise – I thought it was a great idea. We…
I want to think it over. How many times have you heard this objection? I am going to show you a simple technique that will help you overcome the frustration of what to say when you hear this common objection. If you apply this procedure your sale will not stall and you will get to…
Over the years I have found that when an advertiser says “I want to think it over”, or “I want to shop around”, it can floor you. So what do you say when you are hit with this type of response from an advertiser? Here is a tip I learnt from a great sales trainer,…
Does giving something away for free have a dark side? In Dan Kennedy and Jason Marrs’s latest book, NO BS Price Strategy, they say that it has, and if you get too much into FREE it’s hard to get back valuable customers to your business. They use an example of the current trend among newspaper…
As a media company, how close do you look at your transaction price? Direct media sales people deal mainly with clients who are small to medium businesses. One of the most important things you need to know if you are a small to medium business is your average transaction size. Any business that is any…
I snapped this photo the other day while in the city after it highlighted what I think is a serious negotiation flaw. We’ve talked before about selling features and benefits first, and selling on price second. But here, straight off the bat, I know that I can negotiate up to 50% off the price of…
