It’s finally time to leave the office and head for that first meeting with a direct prospect. You’ve done your research and confirmed the appointment. What should you bring to the call? There are five things you absolutely must have at the first meeting. And one thing you probably have with you that belongs back at the office. […]
Have you told the client what they’re supposed to do next? At the conclusion of a needs analysis meeting, I often ask the client to email me something. Usually it’s an example of advertising they’re doing elsewhere. Sometimes it’s a copy of a brochure or flyer. I do this for two reasons: The obvious reason: […]
How do you handle a rude customer? Some of the worst advice I’ve ever seen on this topic showed up in an unexpected place recently. I’m a regular reader of Geoffrey James’ “Sales Source” column in Inc. Magazine. I agree with his advice sometimes, and disagree at other times. When I disagree, it is usually […]
Some people go hang gliding for thrills. Some climb mountains. I read sales books. Here are some lessons I picked up from sales books in 2016: A few months ago a roofer in the Southeast rescheduled a meeting three separate times before cancelling it entirely. The AE and Sales Manager I was working with were angry […]
“People often mistake activity for outcomes, but they are not the same thing.” — Anthony Iannarino, The Only Sales Guide You’ll Ever Need Now that traditional media companies are offering a full array of digital advertising products, we (and our clients) benefit from all of the measuring tools available to us. When the message is […]
