There’s a lot going on in your prospect’s world. It pays to withhold judgment. That Time I Got Mad at a Virginia Lawyer Three members of the law firm were on time for our presentation, but the managing partner showed up 20 minutes late. Once we got underway, he kept checking his smartphone, reading and […]
Most people don’t want to go first. Photo by Alphaspirit Dave Trott recently recounted the launch of world’s first underground railway — and the “mechanical staircase” that would bring people up and down. It was 1911 in London. Today everyone knows what an escalator is. You’ve probably ridden one in the last few […]
Converting a call-in to a sale is harder than it looks. During a Breakthrough Prospecting training session not long ago, a radio group Market Manager shared a frustration with me: “Why aren’t we closing call-ins?” she said. “When they call us, it should be an easy sale, but we don’t get them on the air.” […]
Every business exists to solve someone else’s problem. A mattress store can solve the “my back hurts” problem. An HVAC dealer can solve the “it’s too cold in the house!” problem. A restaurant can solve the “I’m hungry and don’t want to cook” problem. As media salespeople, we can solve problems, too. The key is […]
There’s one sales approach more effective than a phone call. Not long ago I told the story of my attempts to book a hotel room near the airport in Lexington, Kentucky. You can read the full tale here, and you should. The sales lesson of the story was that a phone call is often much […]
