Media Sales Today

I know you hear it. I know you hate it. I know you’re tired of the whining. Your prospects and clients are saying, “TV advertising is A LOT of money.” Or, “I don’t have the money to WASTE on TV ads.” So here’s how you help them NOT waste their money.

If you’re the type to go against the grain, the rebel in you may appreciate this bit of sales advice. You may have been told time and time again that asking lots of questions, listening to prospects, and holding off on spontaneous ideas and solutions is good for business.

What is the best way to pique a prospect’s interest in your product or service? President of Engage Selling Colleen Francis has the answer! According to Francis, this is a hot question among her blog readers and an important one.

Following up with a prospect can be tricky. Done so too soon, and you may come across as annoying, but if you wait too long, you may lose the sale. Author and consultant Bruce Marcus breaks down the follow up process in a recent article for Rain Today.

E-mails are a great way to reach out to prospects, but the e-mail subject line may prevent them from even clicking what you’ve sent. Despite salespeople’s best efforts with catchy phrases or humor, prospects are more likely to open e-mails that are not only personal to them, but immediately grab their attention without being gimmicky.

Want to freshen up your cold-calling know-how? Marketing and sales guru Geoffrey James created a quiz that tests one’s knowledge of making a successful cold call.

I recently came across a great article by sales blogger Art Sobczak in which he writes about his “unbreakable” rules of sales.