The question about ROI that should be applied to sales training investments is this: What percentage increase in sales productivity can be reasonably anticipated from sales training? I encourage my clients to think of a minimum of 10% increase in sales.
Research shows that persistence pays. Research targets were more likely to respond to requests affirmatively than expected by the requesters, and being told “no” by a target may increase their likelihood to say “yes” to the same request later.
Ad sales executives need to keep good negotiating practices in mind when the negotiation starts. When a client devotes time to an actual discussion of whether you can meet their price, it is a powerful signal your property is one of a few, not one of many choices.
