Magazine Advertising Sales Training: Are You on the Same Page?

Do you know where the problem is in an unsold call?

On a coaching call today, I heard the very common statement, "I told them." And my coaching client recited a long list of things she told her prospect in an attempt to convince him to buy from her. Before she finished her list, I felt beat up. I wanted her to stop hammering me. And then I realized, if I feel this way, yikes, how do her prospects feel? Not good, I'm certain.

Here's a simple approach to avoid tense sales situations... and to create positive, fruitful, long lasting business relationships. Instead of telling your prospect a litany of things, chose ONE point to discuss. One at a time...

1. Start with: "It seems to me..."
2. Make your statement
3. End with: "How does that sound to you?"

The biggest mistake salespeople make is thinking that what you have to say is of paramount importance. It's not! What's critical, however, is what they care about. This approach, Checking In assures you know that you are on the same page, because what you are talking about is important to them... and if it's not, this is when they'll tell you. Otherwise, what happens is as soon as they can get a word in edgewise, you hear something like, "I'll think about it," or another version of "Get out of here and leave me alone."

I promise if you make this one change today, this week, you will notice a big difference in your sales skills... and your sales. If you need more help achieving your sales goals, call or email me.

Welcome to Stress-Free Selling®,
Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 Jenae@MagazineAdvertisingSales.com

P.P.S. For a list of sales resources, click here.

P.P.P.S. Publishers & Ad Directors, call for a free consultation (954-290-9896)