Sales is a personality-driven career, but often finding the line between personality and professionalism can be a difficult one and can get you into trouble.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson address this “line”,  discussing times that they have seen it crossed within their sales teams, why mirroring a client should only be done to a certain extent, and why drinking with a client should be the exception rather than the norm.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

Joe Vince, Sales “influencer” for Defence Connect joins host Alex Whitlock on this episode of Killer Media Sales to discuss the importance of strong and well-rehearsed presentation skills.

With Alex having been involved in a number of panel discussions as a speaker in recent weeks as part of The Adviser’s Better Business Summit, he turns his attention to connecting with an audience and how structuring your presentation is so important in getting a consistent message across.

Joe will discuss his recent presentation workshop training, what he has learned about presentation from his extended career as a marine, and Alex will reveal how to make sure that you never lose control of a conversation, ensuring that you remain subtly in the driving seat with your clients.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

On this episode of Killer Media Sales, host Alex Whitlock reflects on his first foray into the sales industry with co-host Russell Stephenson, revealing that he almost never got the job and in fact came incredibly close to taking a position painting chimneys at a power station.

Having recently had a sales call from the man who trained him, Alex reveals the fundamentals that he learned from his mentor after he put him into a role which although described as a “great opportunity” was instead a doomed title, and Alex will share how he took this opportunity as a challenge and exceeded all expectations from the seat of the previous person who had failed in the role.

He will discuss the importance of a direct approach to asking for money, why you should never give someone ten good reasons to sign your deal and the significance of maintaining an energetic approach in your client meetings.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

On this episode of Killer Media Sales, host Alex Whitlock’s business partner Phil Tarrant discusses his recent visit to Avalon for a major defence industry expo, and why planning is the most important part of turning events, trade shows and exhibitions into revenue generating business.

Phil will discuss how targeted their approach was in generating new contacts, why it is imperative that potential clients be placed into a hierarchy of who you should be speaking with, and whether you should “pre-empt” the chat that you plan to have.

He will explain how trade shows can get you in touch with the main decision makers that you may often struggle to access directly and how it is an opportunity to combine both editorial and sales department staff to your benefit.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

Returning to the Killer Media Sales Podcast for the second time, Australian Radio Network sales director of agency Jamie Wood joins hosts Russell Stephenson and Alex Whitlock to unpack how the ability to be able to think on your feet is so imperative in the sales sector.

Jamie will discuss his past career as a musician and in doing so liken the sales industry to the spontaneity and creativity of the arts sector, while also revealing why it is often those who “stick to the script” and never add any flair to their delivery that don’t make it.

He will explain how client objections are something that should always be handled organically, and why you should “lean in”, let the client articulate their thoughts and let that shape the direction of the conversation.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

Regardless of how a good you are at sales, if a client has no budget to spend you are likely to be going up against a brick wall.  But with clients knowing this too there are those who may look at it as simply a way to get out of a conversation.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to reveal how you can turn that dead-end conversation into an opportunity, sharing the one question that you can ask which will not only keep the conversation going, but could result in getting that contract signed.

They will address why sometimes the “no budget” line can be cause for concern, why you need to be direct with your clients, and Russ shares how he is able to figure out if the client is telling the truth.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales

As prepared as you may be for an appointment with your client or a plan on how you will hit your upcoming target, there will always be external occurrences that you have no control over which can impact the likelihood that someone will spend with you.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to discuss how external factors can influence your client’s decision to spend, using examples which range from cryptocurrency right through to the royal commission.

They will reveal how you can still get through to clients who may be experiencing a tough financial streak when their normal reaction would be not to spend and share why it is completely possible to perform even stronger in a struggling market.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales

With the majority of businesses seeing a disrupted workflow over the Christmas and New Year period many are also likely to lighten up on their advertising spend over the holiday break.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share how you can let clients in on “the best kept secret” which will see them taking advantage of the holiday period, and also keep you hitting your targets during a time where many advertisers drop off.

They will discuss why you need to be realistic and honest about how you pitch a campaign at this time of the year, the best way to categorise your clients based on existing relationships, and how the festive season can genuinely present opportunity for the right clients.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales

There is no better way to find out what problems a real sales team is facing than by grabbing two of the teams most successful sales people and with no warning at all in front of a microphone asking them that question.

So, in this episode of Killer Media Sales that is exactly what we do.  Host Alex Whitlock is joined by Momentum Media’s Joe and Naz to discuss the problems that they are facing which are impairing them from reaching their sales goals.  What follows is an analysis of how to bring those smaller spending clients up to the next level and the secrets to maintaining bigger relationships with clients.

They will unpack their thoughts around prospecting new clients, playing the long game to get a prospect over the line and finding the balance between professional and relaxed casual relationships with your clients.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales!

The language that a salesperson chooses to use can be so important in evoking a favourable outcome with a client.

In this episode of Killer Media Sales, Alex Whitlock is joined by colleague Andy Scott to give the final word on language and word choice.  They will discuss phrases that they feel should be avoided in the sales process, how simple language can spark interest and generate excitement, and even look at the impact that silence can have on client interaction.

Andy will also give an unusual tip on how by simply altering your message structure when leaving a voicemail can greatly increase the number of times you are likely to get called back.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales!