The very best major account advertising sales people know 5 Secrets of selling more; Getting more high level appointments, bringing more ‘value’ to the sales conversation, achieving easy and early agreement to situation and needs before pushing their property, seeking and handling objections and closing on the ‘possible’ not the impossible.
We have all been there. We are so excited about our media property, and so convinced it is right for the customer, we talk too much. We never give the client the opportunity to tell us about their views, or their needs, or even objections. Here are some ideas from […]
One thing never fails to interest senior executives, and it will command the attention of advertising purchase decision makers down the line, that is new information or perspective on their customers, or their marketplace. The most riveting information is data on how their customers make purchase decisions, lately known as the “path to purchase.”
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