I have no idea who came up with this idea. I only know it works. A Sales Call Surprise A few years ago a television advertising salesperson on the West Coast took me to meet the marketing director of a medical practice. The practice covered a lot of ground — among their divisions was OBGYN, aesthetic […]
What does “I’m not interested” really mean? A subscriber recently wrote to me about her struggle to turn cold calls into appointments. She is new to the radio sales business, and has been surprised and a bit disheartened at the rejection she’s faced. I have never done sales before and while I have no issues […]
Want to keep your private thoughts private? Keep them off company property. One Thursday evening about fifteen years ago, I walked over to my radio station’s printer to retrieve a proposal, and found a co-worker’s resume. Along with the resume was a cover letter addressed to another’s company’s sales manager – my colleague was applying for another job. […]
“They kind of forgot to sell the car.” The Dog Strikes Back_ 2012 Volkswagen Game Day Commercial Remember this commercial from the 2012 Super Bowl? Watch the ad and then answer the one-question quiz below. Volkswagen, like many advertisers that year, released the ad on the Internet a week early to get people talking. The […]
“There are two reasons why customers don’t buy more product from you: they don’t know you have it, and, you don’t ask.” — Jim Domanski, Add-On Selling: How to Squeeze Every Last Ounce of Sales Potential From Your Calls A few days ago I got an email from Terry Douglas, who reads my “Sales […]
