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[...]
Category: Objections & Closing
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.[...]
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[...]
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[...]
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[...]
Why Are You So Afraid To Ask For The Sale?
Having been fortunate enough to spend time in both sales itself and a strategic role that supports sales, I’ve always been amazed at some of the reasons for not getting[...]
Objections & Closing · Training & Personal Development
What Problems Do You Have With Closing?
What sort of problems is not closing or not handling objections causing you? Lack of confidence. Stress, more pressure from management. Lack of direction. Lack of motivation. Job security. Losing[...]
Well I Won’t Do That Again
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[...]
One Shortcut To More Sales
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[...]
The Cheapest Price is Not Always What They Really Want
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[...]
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