Tag Archives: Objections

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

What Problems Do You Have With Closing?

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 business forever. Income. Unable to grow your clients. All these can be overcome with a simple commitment to train yourself on understanding what your advertisers

One Shortcut To More Sales

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 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

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 more per hour than we are paying me.” His answer – “Well there is a good reason for that. You know how to do everything

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