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The Center for Sales Strategy Blog

6 Common Objections Heard by Media Salespeople — and Responses that Improve Sales Performance

common objections heard by salespeopleEven media sellers who are skilled at talking about price and removing surprises throughout the sales process can encounter objections. Superstar sellers know that most strong responses to objections involve asking the prospect additional questions to get back to the desired business result, and most of these questions will logically lead to the next. 

Here’s a list of the most common objections heard by media salespeople along with ways you can respond to each. Feel free to keep this list handy — you might need it!

Topics: sales process increase sales performance

Tips for Balancing New Business Development and Servicing Current Customers (VIDEO)

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On a scale from 1 to 5, one being extremely easy and five being extremely difficult, how easy is it for you to balance between new business development and servicing your current customers? 

Topics: new business development sales process

Top Questions to Ask to Determine Advertiser Measures of Success

11 Questions to Ask to Determine Advertiser Measures of Success

How modern marketers measure advertising effectiveness is one of the most searched topics in digital marketing today. Most agree results are crucial; however, there doesn’t seem to be one right answer when it comes to determining advertiser measures of success.

As you’re building a relationship with a new business prospect or an existing customer, it’s important to have open and upfront conversations about how the advertiser measures success.

Topics: Needs Analysis sales process measure of success

3 Effective Ways to Prompt a Prospect in the Conversation About Price

price-conversationTalking about price with a new business prospect can be tricky. Talking about it too soon—when trust is low—can end the conversation, before it has even gained any traction. Talking about it too late could lead to the unfortunate discovery that the prospect is cash poor.

There are a number of ways to prompt the conversation with a prospect. Here’s a list of three that are extremely effective.

Topics: sales strategy sales process

What is the One, Next, Right Step to Sales Success?

steps to sales successSales tend to stall. Every salesperson with a pending list realizes that this week looks too much like last week. As does every sales manager who's listened through the excuses about why this or that prospect is still pending.

“The journey of a thousand miles begins with a single step,”  ~ Lao Tzu 

We know that to accomplish big things, we need to break them down into smaller tasks. But, we’re often too busy to actually slow down and apply what we already know. Many companies have a defined sales process, some more structured than others, and it’s the lack of following that process that is stalling most sales.

Topics: sales process

What You Can Learn From Losing The Sale

what you can learn from losing the saleOver the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.”

Anyone who has ever been in a sales position has received a “no” in their career – most likely more than they would like – it comes with the job. But, it is what you do with the “no” that separates the best from the rest. Diagnosing where you may have gone wrong in the sales process can help to minimize making the same mistake in the future.

Topics: Proposal sales process

What to do When You Can’t Get a Meeting With the Decision Maker

working with decision influencersEveryone wants a piece of the "big cheese"… the "head-honcho," the "main man" or "main woman," or otherwise known as the decision maker. Often, the lone source of the YES to the solutions you sell, connecting with the elusive decision maker can be mission impossible and derail a sale before it gets started.

These people are tough to get a meeting with because they are busy and in high demand, and don’t usually trust sellers or value spending time with folks like you. They’ve been burned by sub-par sellers in the past. Ouch!

What makes it even more challenging, is that everyone else is trying to get face time with the same decision maker as you. Plus, these folks are not as active on social media and are surrounded by gatekeepers.

What to do, oh what to do?

Topics: Decision Makers sales process

A Sales Process that Matches the Buying Process

sales process to match the buying process

Some say that the holy grail of sales is consistent and predictable revenue. Many are on this seemingly never-ending quest, but find it both elusive and always just out of reach. A strategic sales process is the only thing that will help you reach your goals.

Topics: Buying Process Sales sales process

3 Reasons You Can’t Close The Biz

reasons seller can't close businessOnce you present a solution to a prospective buyer or client, two things happen. It becomes either Close Won or Close Lost. Close Won is obviously the ideal or desired scenario, but what happens when your pending deal is Close Lost? Is ALL lost? Maybe not. 

Ask yourself these three questions to determine if you can change a Close Lost scenario into a Close Won: 

Topics: Proposal sales strategy sales process

To Confirm or Not to Confirm? That is the question.

confirm appointmentsWe all know how difficult it can be to set an appointment with a prospect these days, and the last thing we would want to do is let that appointment slip away after making multiple contacts in order to secure it.

The question always seems to come up about whether a salesperson should confirm that appointment before making the call or not. I have sales professionals who argue on both sides of the question.

So, let’s compare the reasons for confirming or not confirming.

Topics: Setting Appointments sales process