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.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why they believe that the secret to winning is as simple as having a winning mindset. But how do you build this mindset and why is it so important?

They deep-dive into the positive mentality killers, explain why a ‘to do list’ should in fact be called a ‘daily win list’ and explain how small wins can set you up for a successful day.

From listing priorities in order of magnitude, to why ‘making your bed each morning’ is so important, Alex and Russell focus on the need to understand your working pace, and why sometimes chasing just the deal can be fraught with danger.

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.

Does a signed contract always mean a sales success? Hosts of Killer Media Sales Alex Whitlock and Russell Stephenson don’t believe so.

In this episode of the podcast they explain why, deep diving into how a salesperson can analyse success and failure, learn from that process, and understand what they could have done differently.

They reveal why conversion rates are your best success measurement tool, how the mentality of moving onto the next task without reflection can be detrimental to growth, and explore why being ‘busy’ doesn’t mean you are being productive.

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.

Live streaming technology has brought about a new channel for engaging your audience, and has enabled the chance for content creators to speak directly to their target market in a customised and focused fashion.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson explore the differences between webinars and webcasts, the complexity of articulating the value of such products to your clients, and the caution that needs to be upheld when selling a live webcast.

Along with the opportunities, there are also a lot of pitfalls when it comes to selling ‘webcasts’ to your clients. Alex and Russ explore these possibilities and how to scale your product to cater to your prospective patrons.