In an increasingly-online world, your real money still comes from selling in person. Face-to-face, belly-to-belly with your clients. Another industry that still thrives on face-to-face sales is non-electronic gadgets. The peelers, choppers, and miracle showerheads. Thousands are sold every weekend at state fairs and carnivals. The best of the pitchmen and women are highly-skilled professionals. […]
If you’re a brand-new media salesperson, you don’t want to seem like you’re new at this. When somebody asks you a question, you don’t want them to know you’re a rookie. You’ll be tempted to guess at the answer. So here’s some advertising sales advice: resist the temptation. Guessing at the answer can only make a […]
If you’ve spent any time as an advertising salesperson, you’ve learned that our reputation out there isn’t particularly good. Too many of our colleagues and competitors walk into a prospect’s office with a media kit, a “new advertiser package,” and no knowledge of the client’s business. The bad news: this makes it tough for everyone. […]
Why isn’t my service contract campaign working?” The question came from a television station AE in the Southeast. His customer was an HVAC contractor who wanted to sell more maintenance service agreements. The TV ad had been on the air for about three months. There had been little response. Many heating and air dealers and […]
