August 10, 2018
With the majority of businesses adapting to the changing nature of the market, loyalty is something that is more important than ever.
In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share insights into how you can enhance client engagement, increase brand recognition, and ensure that stakeholders all feel like they are a part of the equation.
They will discuss why you need to focus on small details, how you can increase recognition of your brand, and when it is the right time to celebrate those small wins.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales
In a disrupted marketplace, it is absolutely essential for salespeople to be receptive to evolving circumstances and to harness the opportunities that these new situations are presenting you with.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline why in times like these, it’s more important than ever to stop and smell the roses.
They also explore the importance of counting milestones, approaching barriers with the right mindset and increasing the frequency of touch points to ensure that relationships and servicing of clients remains as smooth a process as possible.
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson dig deep into the fan mail (which they are still getting used to receiving), and tackle a listener question all the way from Texas!
Bill contacts the show seeking insights into differentiating your product from others in a competitive market, and Alex and Russ explain why being number one isn’t always the most important thing for your prospect, sharing why in some cases it can even be detrimental.
They unpack the importance of knowing your industry, separating your personal identity from your brand, and why a generic pitch should never come before listening to the needs of your potential client.
They also discuss the importance of monthly analysis, why you need to look favourably upon your competition, and the power of using ‘I’ rather than ‘we’ when communicating with your clients.
With Momentum Media being a leader in innovation and delivery within the Australian events space, their sales team are regularly tasked with selling client involvement and opportunities across new events. But how do you convince a prospect that a new product will be a success when you have no historical performance data to back up the claims?
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson deep-dive into the challenges of selling a new product, revealing why underselling outcomes can often work in your favour.
They explain why you need to create ‘exclusivity’ around what you are selling, how to focus on the right parts of multi-pronged packages, and the danger of client ‘illusions’ surrounding what will be delivered.
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson look at methods and tactics for managing your workload.
Creating the ‘perfect storm’ scenario where a number of projects and deadlines fall into the same time frame, they explain why prioritising these demands based on client spend shouldn’t be your go to, and why it is so important to set realistic timelines and expectations with your clients from the beginning.
They reveal the one thing that should never be included in an email to a client when there are delays to deadlines, why a phone call is the best way to communicate when dealing with issues management, and why having a deluge of opportunity is always better than having nothing coming your way.
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.
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.