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[...]
Tagged: Objections
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[...]
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[...]
The Secret of Standing Up For Yourself
There’s a famous story told by Dan Kennedy* about a CEO calling him into his office, closing the door and saying… “I figured out we are paying you 10 times[...]
Yes – The Best 3 Letter Word In Sales
Yes. It’s the best three letter word in sales. We all know that feeling when a client says “yes”. But “no” is also okay. Why? Tom Hopkins one of the[...]
Appointments & Relationship Building · Objections & Closing · Prospecting & Lead Generation
When You Ring Back, Ask For The Blue Boy!
Making appointments cold can be one of the most difficult and challenging tasks that salespeople do. But sometimes you’ve just go to laugh. I want to tell you a story[...]
Inherit An Old Client List – 7 Ways To Build A Great Client List
This is part 2 of our deep dive into the 7 Ways to build a great client list. In my first post on client lists we talked about getting a[...]
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