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.

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.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson talk the art of the “hustle”, drumming up quick dollars, and making fast sales.

With the quick wins sometimes a necessity in the game, they share exactly how to approach a quick sale with your clients, discuss the importance of continuing to effectively prospect, and why complacency gained from a comfortable, regular-spending client base can be your worst enemy.

With many believing discounts to be the fast track to a quick sale, Alex and Russell bust this myth instead revealing the right way to get a client across the line quickly – while not sacrificing your dollar value.

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

Having stumbled upon the Killer Media Sales Podcast several months back and since utilising it as a learning resource for his team at the Australian Radio Network, sales director of agency Jamie Wood joins us on this episode of the show to discuss the structure of the team that he works with and some of the challenges that they face day to day.

Jamie will discuss how the agency dynamic differs to a direct-to-client sale, how to foster and develop strong relationships within an agency and unpack the delicate balance between standing out from your competition with a creative concept and being realistic and offering an achievable solution for your client.

Jamie will share his advice for those who struggle with the barrier that an agency often puts between you and the client and Alex will share his story of when challenging that barrier resulted in a negative outcome for him.

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