Appointments & Relationship Building
Making Problems Pay
Selling any type of product in this economy is pretty tough right now, but it can be made easier if you learn to make their problems pay.
Tagged: advertising
Strategy & Customer Needs Analysis
66 Ways To Eliminate Weak and Wasteful Advertising
Over the next few months we will be publishing excerpts from one of our newspaper contributors Graham Barr’s report – 66 ways to eliminate weak and wasteful advertising. We will[...]
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[...]
Training & Personal Development
The 10 Things in Media Sales You Should Know
The 10 things you need to know in media sales that will set you on the right path to success
Appointments & Relationship Building · Prospecting & Lead Generation
11 Questions Sales People Rarely Ask and Should – Part 2
Yesterday we talked about some questions that rarely get asked but should on your first appointment. Here is the rest of the list. Does you competition advertise? This is an[...]
Strategy & Customer Needs Analysis
But We Are Different, Mike!
Last week I talked about how important it is to take into account cultural differences when you work outside your own country. Working in say the United States, you can[...]
Check The Information – 7 Ways To Build A Great Client List
Two different approaches – same result? Yesterday I covered off the importance of getting the right information when building your client list; today I want to talk about how to[...]
Get The Right Information – 7 Ways To Build A Great Client List
“Why some client lists are better than others.” The success of any client list in a media company depends on your willingness to get the right information. When you are[...]
The Sales Manager – 7 Ways To Build A Great Client List
In my last post I showed you 7 ways to build great client lists. I want to share with you some more details on each tip, why you should do[...]
Training & Personal Development
Dress for the Business You Want, Not the One You’re In
We talk a lot on Talking Media Sales about the practical aspects of the sales effort, but this post I wanted to take it a little bit away from the[...]
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