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Daily Sales Tip
| Date |
Article |
| 03/12/10 |
Advertisers don't care what medium they use. Advertisers want to buy any medium that provides a solution to their needs. Better yet, they want an in ... |
| 03/11/10 |
One of the quickest ways to go out of business and/or to encounter sales burnout is by pursuing deals that are unprofitable. Not only do you incur the ... |
| 03/10/10 |
A lot of prospects are just as impressed by reputable brands as they are great products and services.
And buyer testimonials are a reli ... |
| 03/09/10 |
Before moving your top salesperson into the sales management ranks, consider the ramifications of this move.
You are taking your rainma ... |
| 03/05/10 |
Contextual advertising works best in any medium, especially in Interactive media. In your podcasts, include paid "classifieds" for help wanted instea ... |
| 03/04/10 |
Just as you should regularly go to the doctor for a checkup, you need to get a sales checkup.
You need to see a videotape or listen to ... |
| 03/03/10 |
My fantasy is that at least a few followers of this blog will be inspired to become great sellers. (Wow, can you imagine if I asked you 10 years ago w ... |
| 03/02/10 |
Here are some ideas that can help guide your sales strategy in difficult times:
Stop Doing
* Stop generalizing yo ... |
| 02/26/10 |
RAB members are using The Radio Marketing Guide for compelling, professional presentations to clients every day.
Here's an ide ... |
| 02/25/10 |
Are you reluctant to make a cold call?
You're sitting in your office after promising yourself yesterday that you would start making co ... |
| 02/24/10 |
Do not bypass gatekeepers. Build alliances. Do not come down to their level. Come up to their level. You never know with whom you are talking. For al ... |
| 02/23/10 |
Sometimes concessions are necessary in order to get a deal done. Granting a concession may even go a long way toward earning a prospect's trust.
... |
| 02/19/10 |
Are you a Salesperson? Account Executive? Marketing Consultant? Most clients know whatever the title, you are there to sell advertising. At the same ... |
| 02/18/10 |
Customer service is everyone's responsibility. How you do your job, how you interact with your peers, and how you interface with customers determine t ... |
| 02/17/10 |
If coaching is not a defined process in your business, you are losing significant revenues.
Effective coaching can lift someone from me ... |
| 02/16/10 |
There are as many definitions of marketing as there are marketers. And none are really wrong. My favorite marketing definition includes four points: ... |
| 02/15/10 |
Let's face it, whatever Radio products you are selling, there are any number of salespeople in your market who have essentially the same things to off ... |
| 02/12/10 |
Non-stop talking during your presentation seldom furthers your cause. Pause and let the client participate in the conversation.
A collabor ... |
| 02/12/10 |
Non-stop talking during your presentation seldom furthers your cause. Pause and let the client participate in the conversation.
A collabor ... |
| 02/11/10 |
As a business owner or sales manager, we constantly hear the same responses from our sales team when they fail to close a deal. Here are some common e ... |
| 02/10/10 |
As a sales manager, there's no better way of coaching than joint sales calls in the field with your sales personnel. However, the big mistake many sal ... |
| 02/09/10 |
This has been an ongoing factor for many years with continual downsizing and cutbacks. However, the recession forced many companies to scale back even ... |
| 02/05/10 |
Can't get the advertiser on the phone? Don't leave a voice mail the first few times you try to reach the prospect. Talking live almost always improv ... |
| 02/04/10 |
With Valentine's Day falling on a Sunday this year, restaurants could be looking at a nice boost in business, according to a report by research firm I ... |
| 02/03/10 |
Many people believe the ability to speak articulately is an important prerequisite to achievement. But communication is a two-way process, sending and ... |
| 02/02/10 |
A lot of salespeople have evolved to the point where they have a comfortable routine. They make enough money and they have established routines and ha ... |
| 01/29/10 |
QWERTY
Maybe you've heard this before. The QWERTY keyboard was created for typewriters because it slowed typists so the keys did not jam. So why ... |
| 01/28/10 |
In his book, Up Against the Wal-Marts, Don Taylor suggests that you can compete against the major national players, just not at their own game. ... |
| 01/27/10 |
Ask salespeople to describe their number one competitor, and they'll usually come up with price-cutters or competitors who are trying to steal their b ... |
| 01/26/10 |
Companies are still buying, but more and more of those buying decisions are being made higher up the executive ladder.
Selling at the e ... |
| 01/22/10 |
When I ask for the order and the client has an objection, it's hard to remain calm. I try to not take it personally, but the hair on the back of my n ... |
| 01/21/10 |
The annual contract is the coveted achievement for the advertising salesperson. Getting an annual contract from a customer signifies to some extent th ... |
| 01/20/10 |
Slumps happen.
But the best salespeople have go-to methods that help them overcome slumps and get back to their winning ways.
He ... |
| 01/19/10 |
Here are three benefits of good listening:
1. Listening builds trust. The best salespeople are good listeners who seem concerned ... |
| 01/15/10 |
Social media isn't a fad. It's a fundamental shift in the way we communicate. Your brand needs a social media presence because in the near future peop ... |
| 01/14/10 |
Proven results are a major selling point, which is why so many salespeople rely on buyer testimonials to boost their credibility.
Used ... |
| 01/13/10 |
Hesitation to make contact with prospective new clients causes more failures for salespeople than any other single factor. Why? Because if you don't a ... |
| 01/12/10 |
I'm often asked, "What's the biggest mistake you see salespeople make?" I answer, "Whatever they do to lose the sale!"
Seriously, the ... |
| 01/08/10 |
Sell the Value of Your Advertising
The more things change, the more they stay the same. Even when it comes to the ... |
| 01/07/10 |
Those of you who believe they are without weaknesses can stop reading now, because there's little hope for you to be anything more than average. Other ... |
| 01/06/10 |
Setting goals now is one of the most important items that you can do to set yourself up for a strong new year. Here are a few ideas that may be benefi ... |
| 01/05/10 |
When meeting with a prospective customer, make your conversational tone one of respect. Suppose we carelessly utter to the prospect, "Do you know what ... |
| 12/30/09 |
From a customer's standpoint, how does your service stack up compared with that of competitive sales reps?
You could invite customers o ... |
| 12/29/09 |
Top salespeople have heart. They are true to themselves and their clients. They recognize that people on both ends of a transaction do better when the ... |
| 12/23/09 |
December is the best month to get a discount on a new car or truck, and during the final few days of the year the deals can get even better, according ... |
| 12/22/09 |
Tough economic times have driven more American families to lower the dollar value of what they define as a "major purchase" from $500 or more to the l ... |
| 12/18/09 |
Just when it feels like our business is turning into a commodity, we see the reality that advertisers need us more than ever. The many media choices, ... |
| 12/17/09 |
One of the best ways to ensure that you connect and bond with your prospects is to make your presentations interactive. Try to turn your presentation ... |
| 12/16/09 |
Justifying a purchase price for anything from a new car to a corporation becomes much easier if you can show the buyer the item is worth every penny.< ... |
| 12/15/09 |
While past performance is not a guarantee of future performance, it is the best predictor. Sell your track record to the customer.
Talk ... |
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