The world is constantly changing, but we change with it too, and one of the things that make us, and the world change, is a crisis. But have you ever dealt with a difficult situation in your life? Something unexpected happened and you just froze and didn’t know what to do?

In case you missed it, in one of the most interesting episodes of Killer Media Sales, Alex Whitlock and Russell Stephenson discuss how a normal situation in sales can turn into a crisis, when something happens quickly or unexpectedly and especially when those situations catch you off guard.

In this episode they also raise some questions: What makes a crisis, a crisis? What are the key aspects that can turn a normal sales situation into a crisis? What’s the key to solving a crisis? Can a crisis be avoided?

They also discuss how in dealing with a crisis you have to get out of your comfort zone and the more you do that, the better you’ll be at handling difficult situations. The pair also consider how a crisis can be a huge opportunity to deepen a relationship and build trust.

You can’t miss this episode full of tips and tricks that will help you to kill it in media sales.

Have you ever found yourself in a situation where you can’t make a decision, so you end up picking the “easiest” option (no matter good or bad) so you just end your mental conflict? That’s called cognitive dissonance. You may think, “how is this related to my sales?”.

Well, in this episode of Killer Media Sales Russell Stephenson is joined by the director and owner of Frontier Performance Pancho Mehrotra to talk about cognitive dissonance and how this can impact the negotiation process with your clients. They discuss the importance of knowing what your discovery process is as a sales person, in order to identify the needs and desires of your clients, so you can make better decisions and avoid this cognitive dissonance in your sales pitch as well as in your client thought process.

The duo also talk about the power of people’s beliefs and how sometimes our decision making process is not always the right one, and that as a sales person, being aware and knowing when your client is having two conflicting thoughts is key in the sales process, so you can make “decision making” smoother and easier for them.

If you want to know more about how to avoid this cognitive dissonance to improve your sales, this is an episode you can’t miss, listen now!

Ten years ago, a media sales professional probably wouldn’t consider implementing a loyalty program due the fear of ending up lowering the value of a marketing campaign. However, the world has changed now and eight of every ten companies have a loyalty program.

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson again raise the subject of loyalty and rewards programs and what the best strategies you can implement to improve your client relationships through them are. They discuss how you can use these rewards programs as a way to compete in the media sales industry and not only as a way to give away “money” or “gifts” to your clients. They put a special emphasis on why the best reward you can give to your clients is a “tangible reward”.

They discuss the importance of framing the real value of the money that your clients are spending with you, by rewarding them with something like digital advertising, interviews, or broadcasts. They mention that “the discount disappears” and it doesn’t get recognised, but the tangible inclusion of those additional things you do for them is what will make a difference. Should you be rewarding all your clients? Or only your premium ones? What about attracting new clients through loyalty programs? Well, if you want to know more about this interesting topic, listen to this episode and find out! You can’t miss it!

We have all heard the old saying “the client is always right” and this is a great topic for a debate. If you’re a client you expect to be treated well, if you’re a sales person you might think otherwise. Customer service can be a bit problematic for sales people in general, but in media sales, this gets particularly tricky when dealing with clients that are hard to please.

In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the importance of taking ownership of the relationship you have with your clients and how understanding their needs and truly listening to them will set up the ongoing nature of the relationship and how you will be able to manage it in the future.

They discuss how you have to be conscious of the fact that not everything in this client relationship will be rock solid guaranteed. And for this reason, as a media sales person your key to success in this customer service relationship is when your client feels like “they are your only client”.

The duo also talk about one of the most common mistakes with sales people that is “the easiest client can often be forgotten” and how you can neglect them and their needs while being busy trying to please the hardest clients. They also explain why accountability and communication are critical in this relationship and how you can deliver the best service and outcomes by understanding the importance of the value of the money your client is spending.

One more episode that you cannot afford to miss! Tune in now!

Relationships are hard. Whether they are romantic, at work, in your family or with friends, no one escapes from having to face problems or misunderstandings. However, in a professional sales environment, dealing with issues, especially with your clients, can be particularly sensitive, and not knowing how to approach them can end up in a “breakup” and is the last thing we want to see.

In this last episode of 2021, Alex Whitlock and Russell Stephenson talk about the ramifications and consequences of having a big problem with a client. In this Killer Media Sales chapter, Alex shares a personal experience where he explains how the small things are those that can cause a problem with your client relationship, but how “big gestures” and the use of common sense are what will solve them.

He explains that the key factor to solve a misconception on the client side is acknowledging the problem, and that in letting your client know that you understand why they are unhappy is a very disarming way to approach it. Alex highlights that this has to be done sincerely. He also describes how he approached a very difficult situation doing this, and warns the listener to not let their ego take over the circumstance. He adds that the worst thing you can do is try to “justify” things as you’ll build up many barriers to negotiate effectively.

The pair also talk about why making a sincere apology, and showing that you’re there to reconcile the differences while recognising and acknowledging that something went wrong (if it did) will help you find common ground to build, and to move forward with your client.

A great episode to end the year and a must listen to all sales people, listen now!

Have you ever wanted to understand why you feel particular emotions, and how are these affecting your sales results? Would you like to know how to control your emotions and behaviours so you can fight adversity and thrive in your work environment? Even more, if you’re looking to hire and expand your sales department, do you want to know what the crucial aspects are that you should look for in your candidates?

In this episode of Killer Media Sales, Russell Stephenson talks to the founder of Frontier Performance Pancho Mehrotra about emotional intelligence, and the importance of training it, as well as how you can become more adaptable in your business environment by developing and enhancing this skill. Pancho also shares his knowledge on what are the key attributes that you should look at when trying to hire a salesperson, by explaining the “S.A.L.E. Personality”.

They also discuss the impact of the environment in which you were raised as a key factor in your future behaviour and how this can be re-wired for the better by working on yourself slowly but constantly. Pancho also shares the importance of having adaptability and balance within your team, people who can build relationships but also members who are goal orientated. This is an amazing episode that you can not miss. Listen now!

This week we are pulling out an old favourite from the archives.

Author, journalist and star of a viral video titled “The most inspiring speech” with at the time of writing 5.5 million views Dr Rick Rigsby joins us this week for a special live episode of Killer Media Sales.

Alongside host Alex Whitlock, Rick will share the insights that he has gained from working with business leaders and elite athletes and how you can use the basics to make yourself a better salesperson.

He will unpack how you can communicate more clearly, the importance of always growing as a person, and how you can become a sales champion.

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

For new and old salespeople, timing is always hard to master. From putting pressure on too early, to missing the boat completely – there can be no understating that timing of certain messaging is critical.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson analyse the benefits of applying pressure in different parts of the dealmaking process, and what they find will surprise you.

They also look into the different types of media and how they have different timelines, the pitfalls of jumping the gun, and how you can achieve success through careful, planned execution of messaging.

Find out this and much more on this episode of Killer Media Sales!

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.

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.