Media Sales Today

Here’s a sales tactic to try out: Sell the urgency of the prospect’s timeline. That’s the title (and message) of Mark Hunter’s blog post, and he cites urgency as a major reason to buy.

  Do your tried-and-true best practices need a makeover? When was the last time you analyzed your methods? It may be time to sit down and take a hard look at (and perhaps tweak) how you go about various aspects of the sales process. The RainMaker Blog encourages salespeople to do just that, and the [...]

Prospects’ objections can be a challenge for those in sales, and mastering how to overcome these objections doesn’t come naturally to every salesperson.

  Sales skills are something that the majority of people must cultivate. While there may be a select few that are so-called “naturals,” most in the industry must consistently work to hone their methods, process and style. Taking advice from the now classic book “The 7 Habits of Highly Effective People,” business expert Steven Strauss [...]

Excuses, excuses, excuses. As a sales professional, you’ve probably encountered countless excuses in your professional career from prospects. But, are you able to determine the difference between an excuse and a true objection?

Sales Machine writer Geoffrey James focuses on an all-too-common sales objection in his recent article. How many times have you heard “it costs too much” when selling a product or service?

Ready for more sales methods that should be thrown out the window? Dan Waldschmidt is back with the second part of his series, “Terrible Sales Ideas We’re Addicted To.”