Tag Archives: prospecting

Prospecting Is Not Hunting, Tying Up The Prospect, And Then Making Them Buy Your Product

Prospecting Is Not Hunting, Tying Up The Prospect, And Then Making Them Buy Your Product

I am asked by media sales people all the time, how they can prospect better. It does not matter if you sell TV, radio, newspaper or online, prospecting is the life blood of any sales organisation. WouldContinue Reading

How Safe Are Your Clients From Other Sales People?

How Safe Are Your Clients From Other Sales People?

We all know that most advertising is mass marketing. We work with clients to construct an advertising campaign, select the times, programmes or sections of the newspaper or website and away we go. WeContinue Reading

The Real Problem With Advertisers

The Real Problem With Advertisers

Not all advertisers suck, but some do. In my new book ‘The Desk Closest to the Door – How to Master the Art of Selling Direct Media’, I talk about knowing the difference between a good client and a bad one.Continue Reading

Soap Or Toast?

Soap Or Toast?

My friend Hayley is an awesome salesperson. She worked for me for many years at NRS Media, now she is a mum of two beautiful children and is settled back in Auckland New Zealand. She does consultancy work for companies on a part time basis, and has just come out of a contract and isContinue Reading

The Difference Between a Small Sale and a Large Sale

The Difference Between a Small Sale and a Large Sale

An excellent book that I have had tucked away in my library for some time is called Spin Selling by Neil Rackman (affiliate link). I decided to drag it out again and go through the notes I had taken. Here are some tips that you will find useful. In this book he maintains that thereContinue Reading

How To Save Money Attracting New Clients

How To Save Money Attracting New Clients

With the cost of acquiring new customers mounting, many media companies’ customer bases are shrinking due to lost confidence of advertisers and consumers alike. Referrals are often one way to get your additional advertising sales without too much additional work. If you learn these three simple referrals systems you’ll avoid the disappointment of cold calling,Continue Reading

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