Host of the Killer Media Sales Podcast Alex Whitlock can still remember when a boss told him that he needed to pass on some of his clients to a colleague. He was sure it was going to impact his bottom dollar, but what he didn’t expect was that his earnings would actually increase.

In this episode of Killer Media Sales, he joins co-host Russell Stephenson (who actually took on some of those clients) to explain how a bigger client list doesn’t mean a bigger income.

They explain why it is important to understand why a client isn’t spending more, how to identify prospects for growth in your client list, and why listening is so important to ensure you are spending time on the right opportunities.

Your proposal has been read, the relationship has been built, you have discussed outcomes, time to close the deal right? On this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why breaking the process down into these steps can in fact be detrimental to your closing success rate.

They explain why every conversation should be treated as a ‘mini close’, why there should never be uncertainty when a contract is sent out, and explain the importance of the verbal agreement – and why that should be your main focus.

The pair reveal the path that you need to take with a client that is fixing too heavily on the small details, unpack the trap that less confident salespeople can fall into, and explain why you should technically be in a position to ‘close the deal’ immediately following your first discussion with a prospective advertiser.

It is important to acknowledge that the ‘sales cycle’ for a large client will be vastly different to that of your smaller buyers.  So how do you set yourself up for success when trying to lock in that next level deal?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain why you need to have realistic expectations of how long it will take to secure a big contract.  They discuss why rushing the process can be detrimental to your outcome, why preparation is key, and how your own personal brand plays such an important part in a successful negotiation.

They explain the biggest flaw that many make when negotiating with big clients, why a signature once doesn’t guarantee that they will buy again, and explain where your ‘small win’ clients fit into the process.

For many, this past week was their return to work after the holiday break, but how do you get the wheels back in motion when you have already lost a third of the month?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson wake up before 11am for the first time in three weeks to help you navigate the post holiday blues, and get those sales back on the board at a time when your clients might not be ready do deals.

They share their strategies and tactics for kick starting revenue in the new year, explain why resurrecting the ghost of the ‘failed deal from last year’ can be a bad move, and reveal why now is the time to look at your goals for the coming months.

Killer Media Sales host Alex Whitlock mentioned in a previous episode that he was working on a sales deal that had spontaneously presented itself and had an urgent deadline. Keeping that spontaneity alive, in this episode of the show co-host Russell Stephenson sidesteps from the planned discussion and decides to grill Alex on how that deal played out.

Listen as Alex reveals the outcome, how he approached the client, and why he placed so much importance on a concise client proposal. Alex explains why the first sentence of any proposal is so important, deep-dives into the structural mistakes that so many make when writing their proposals, and why urgent deadlines can be huge opportunities to offer exceptional service to your clients.

As the saying goes ‘we have two ears and one mouth so that we can listen twice as much as we speak.’ Alex Whitlock and Russell Stephenson believe this to be not only great advice for being a good conversationalist, but also a sales technique that too many overlook.

In this episode of Killer Media Sales, they explain why leading with a question is imperative to a successful sales call. They stress the need to bring the client into the conversation as soon as possible, and why the belief of ‘the more information I can get out the better’ can often be opposite of the truth.

They reveal what you should be focusing on in your sales calls, explain why jargon is your enemy, and why you need to have a genuine interest in both your product, and the business that you are trying to appeal to.

Depending on the product that you are selling you may have freedom to negotiate pricing with your clients – or you may not.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why price compromise can often be a red flag in your sales negotiation, but how it can also be a tool used to your advantage.

They explain the perception around ‘discounted’ rates, how you can understand a client’s budget prior to that initial conversation, and explain why premium products should never be discounted.

They also reveal where to take the conversation if price negotiations come up too early in the discussion, how competitors pricing may come into play, and why it is so important to anchor everything to value.

Let’s face it. Nothing is perfect. Except for Alex Whitlock and Russell Stephenson who join you on this episode of Killer Media Sales to explain why even a ‘perfect’ product is going to have flaws, and how you can navigate those possible bumps in the road when negotiating with clients.

The pair explain why belief in a product starts with the salesperson, how that belief can be used to your advantage in convincing clients, and the importance of knowing what your potential customer is trying to achieve from their campaign.

They tackle the possible risks involved in ‘sweetening the deal’, how being a respected brand gives you an edge against your competition, and the impact of keeping the urgency ball firmly in your court.

Hosts Alex Whitlock and Russell Stephenson live and breathe sales, and utilise selling tactics in all corners of their lives. In this episode of Killer Media Sales that is perfectly demonstrated, with today’s topic being inspired by Alex trying to convince a colleague to ditch the healthy salad, and join him for a plate of noodles for lunch.

They discuss the art of persuasion, and how in any conversation there is a window of opportunity to truly influence someone’s decision, revealing the tips and tricks that you can use to your advantage.

From focusing on the sizzle (not of the noodles), to providing opportunities rather than options, Alex and Russ reveal how to declutter your message, and present your pitch in the best way possible.

You are well researched on your new prospect. You reach out. They seem like they are on board. Then out of nowhere what looked like a probable sale has turned into ignored phone calls and a change of heart. Where did you go wrong?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson reveal why in many cases it may not be something that you did wrong, explaining why resilience is such an important trait in the sales game.

They share why you need to put yourself into the shoes of your prospective client, how changing your focus can often be the best move when a deal is struggling, and explain why sometimes you need to accept that there will be certain factors that are outside of your control.