August 3, 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.
Targets are something that every salesperson has. They are a way of measuring your success and earning that success no matter what barriers get put in your way. The question is, how do you set targets for yourself that are measurable and acheivable, but can also be exceeded if you put in the work?
In this episode of Killer Media Sales, your hosts Alex Whitock and Russell Stephenson explore through their own lens the ability for sales teams to fundamentally change the way they set goals and targets, break down their goals into individual steps, and find the courage to overcome the adversity that they may face in this process of transformation.
They also explore the pitfalls of certain types of client relationships, the time wasted on superfluous interactions, and the way that you as a sales professional can demonstrate value to your clients in order to underpin your success.
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.
In a time of year when targets can be increasingly difficult to achieve, Alex Whitlock and Russell Stephenson explain how a lot of salespeople cause long term damage to relationships in an attempt to hit monthly targets.
In this episode of Killer Media Sales they stress the importance of organising your time, why that final push toward target should put you into ‘performance mode’, and why a quick conversation with a client still needs to be well researched and planned.
They reveal the one client type on your list you should never approach when making that last ditch effort to hit target, the questions to ask to secure those final dollars, and even explain why sometimes falling slightly short of your goal may in fact be better use of your time and resources.
While a proposal is an important part of any sales negotiation, there are three things that you must know before presenting options to your client.
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson reveal these three key factors, and unpack the importance of knowing how much revenue your client is likely to bring in.
They explain the trap that you can fall into where a proposal can instead be a roadblock in your negotiation, why knowing your competition in the market is so important, and why the word ‘budget’ doesn’t necessarily represent a client’s spending limit.
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.
Sales has always been about building and fostering relationships, but with that in mind it can be easy to fall into the trap of communicating too casually with your clients.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain the importance of professional communication, why goal setting is key, and why it is still important to follow a ‘sales structure’ when dealing with long term clients.
They explain how casual communication could lose you the deal, discuss how the communication environment has changed over the years, and share their tips on approaching written communications that make the biggest impact.
As we approach the end of a year like no other, many are wondering how COVID-19 will impact the upcoming ‘quieter months’ that many salespeople are likely to face.
They explain the importance of mindset, why working smarter is key to success, and how the current climate can present opportunities for both you and your clients.