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 the

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 in

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 all

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 Mike

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 values

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