In their early careers, sales people are so keen to bring the money on board, to hit the target and to move their brands forward that they can fall into the “close the deal” trap.

In this episode of Killer Media sales Russell Stephenson and Alex Whitlock talk about some of the early mistakes that salespeople make when trying to bring money to the table and when they accept any deal in order to hit their targets. Alex and Russell also give advice to all the salespeople to be prepared to deal with these types of situations.

They also talked about the importance of changing marketing tactics in order to reach the market target you’re looking for.

You can’t miss this one!

Of all the skills a salesperson needs, negotiation has got to be top of the list. The ability to work around a tough situation is something that will benefit you greatly in the long run.

On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson mull over the ins and outs of good negotiating. They dwell on their experience in trying to get the best out of a bad hand of cards, as well as how you can approach any situation with the right mindset to maximise results.

The two also discuss a few case studies from Momentum Media whereby they saw people actively pursuing the best deal through negotiating tactics, and how you can use these tactics to gain a competitive edge in your selling operations.

Tune in to hear this and much more on this episode of Killer Media Sales.

Sometimes in the sales process, you fall into a rut. The same patterns and habits can lead you down a rabbit hole of mediocrity, but how do you get out?

Hosts Alex Whitlock and Russell Stephenson outline why it’s critical to set the tone from the outset, how to control your workflow without burning yourself out, and what tactics to use when you are stalling.

They explain how to apply the appropriate tempo to a particular selling scenario, whether the pace usually increases as you get closer to closing a deal, and why you should always have the bigger picture in mind.

In the second episode analysing the question received from loyal listener Bill surrounding differentiating yourself from your competition, hosts Alex Whitlock and Russell Stephenson delve deeper into the strategies and tactics that can help you to own your market.

Part one of the chat can be found HERE and covered spontaneity, why it is important to separate yourself from your brand, and why you should treat your prospects with respect, and in this episode of Killer Media Sales they look at a specific example from early in Alex’s sales career where he went above and beyond to create opportunities.

They explain the importance of having strong relationships with other key players in your business, how this can expand your offering, and address some of the pitfalls of this as a strategy. They also explain why it is so important to find your niche, share a trick that will help you stand above any other proposal emails, and why the old saying that ‘people do business with people that they like and trust’ still rings true today.

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.