If You Don’t Have This, It Ain’t an Appointment

It’s easy for us salespeople to kid ourselves. What Does “An Appointment” Mean? When I get to the end of a Revenue Initiative with a television station sales department, I ask each Account Executive to write up and send me their follow-up plans for each client we met with. Among the questions they are to answer: “Do […]

What You Can Learn From “The Pickle Principle” In Action

With a Small Gesture, an East Kentucky Hotel Gains a Raving Fan

“Big doors swing on little hinges.” – W. Clement Stone The $11 Decision A Small Customer Service Story I needed some shirts laundered in London, Kentucky. It was the middle of a multi-week road trip, I was in a Hampton Inn, and it was time. I knew the drill — the laundry form is always […]

Photo by Andy Dean

Chic-fil-A Dumps Its Agency: Lessons For Sellers Like You

Last month, after 22 years and millions of sandwiches, Chic-fil-A fired its agency. This came as a shock to many. The Richards Group introduced the “Eat Mor Chikin” cows in 1995. As AdAge reports, Chic-fil-A has become the top chicken chain in the United States, with $6 billion in annual sales. In spite of all that, […]

Photo by James Peragine

The First Sale You Make to a Customer: Are You Blowing It?

The first time you contact a new prospect,  that customer has a buying decision to make. The decision doesn’t involve money… it involves time. Are We Delivering ROI On Our Customers’ Time? A Sales Attempt That Failed Not long ago I was supposed to accompany a television station salesperson to see the owner of a roofing […]

For salespeople and customers, time is money

Don’t Hide Your Bias

If you work in media sales, the advice you give should benefit your clients. But it will also benefit your employer, and you. A new study indicates that there’s a good reason to display your bias proudly. In my day job, television station sales departments present me to their clients as an outside advertising consultant. My business […]

Salespeople should display their bias proudly