We teach these 5 secrets at ambro.com in our private customized sales training for major media companies, and skills we teach in the public Masters of Media Selling seminars I co-produce with MediaPost: 2 important secrets to getting more of the right appointments, one key to persuasion, and two objection-handling and closing principles.
I once heard Duke Basketball Coach Mike Krzyzewski tell a story about the importance of trust in team-building. Perhaps more than any other endeavor, sales requires pushing through despite failure. Sales people and sales teams that have very high closing ratios could probably increase sales by approaching more prospects and lowering their win-rate. But criticism of failure reduces the risk-taking that is necessary for success.
Automated advertising, “programmatic” in the industry vernacular, can be “automatically bad” just as well as it can automate the best thinking and analytics. Do you know the difference?
Sales people lose sales when they are not trusted and respected, and they can’t communicate effectively with senior executives who have the final say. That is why tops ad-sales people need to bring value to the call; not about their media, but new information or new perspective about the prospects market.
Many senior managers, without experience in sales, try to increase sales by setting deadlines and adding bonuses that hurt sales and hurt business. According to Ken Krogue, writing in the Harvard Business Review, “It is a vicious cycle. And companies know it. Yet they continue the practice, month after month and year after year, perhaps unaware of how much it’s really costing them.”
Challenger Selling is simply the re-booted and re-packaged Structured Selling process that made Ziff-Davis famous. By presenting a “challenge” that the customer is facing, like losing market share or missing sales, providing important information about that challenge, the sales person can better capture the attention of any prospect to engage them in a sales conversation that leads from the challenge — read their needs — to the solution being sold.