Closing Techniques of Media Sales Superstars

Media salespeople love to talk, which is fine - as long as they also know how to listen! And they don’t just talk to their clients, they also talk to their peers, and it is during these peer-to-peer conversations that sales legends are born. Highly successful media sales people become elevated to superstar status, the feats of selling they achieve assuming an almost magical ambience. But folks, I’m here to tell you there is nothing magical in selling successfully. I teach about in my ad sales training workshops that these superstars did not enter this world possessing special powers of persuasion. The point I’m making here is that many of these legends surround one particular aspect of selling – the close.

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Turning “I have no budget” Into A Closed Deal!

“I have no budget,” or, “My budget is allocated for the year,” are the most common objections I hear as a media sales professional. Unlike the vast majority of ad sales coaches out there, I actually sell media every day. What I share is what I do! If you don’t hear this objection at least three times every day, you are either not in media sales or you are not contacting enough clients. Those of us who sell advertising every day get so used to this phrase it is almost laughable. You see the advertiser running ads elsewhere, and yet they claim to be broke.

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Get Relevant or Get Lost! 4 Ways to Increase Your Relevance to Drive Ad Sales

The Oxford English Dictionary defines "relevance" as "the state of being closely connected or appropriate to the matter in hand".  This definition extends and expands to the world of ad sales.

Relevance in ad sales is NOT about learning a prospect’s favorite vacation spot from Facebook. That is often seen as “creepy”. Relevance is recognizing that you need to create a customized ad sales experience for each client.


Ad sales relevance is proving that we, as media sales professionals, have done our homework and that the ideas we are presenting will benefit our clients in robust ways. Let’s explore four ideas to prove relevance to our clients as we strive to book more meetings and close more business.  

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7 Ways to Boost Your Fall Ad Sales Numbers

For most ad sales professionals, the autumn season signals the beginning of the end of your ad sales year. Even if your fiscal year does not follow the calendar year, when you add the holiday season and new year celebrations into the mix, you have a double whammy that often brings ad sales to a slow crawl across the December finish line. Below are seven things I often share with my ad sales coaching and ad sales training clients at this time of year. I hope these ideas will encourage you to keep your energy high and your ad sales rolling forward this fall!

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TARGET Your Media Sales Message to Grow Results

The key to your success in the world of media sales is increasing the number of meetings you are granted by prospective advertisers. Developing an effective prospecting process can be the difference between life and death in your media sales career. For me, the goal of prospecting is simply getting to a meeting. Period. The goal of prospecting is not to sell anything. I am just hoping to meet with a advertiser via phone or in person for 20 minutes. If you are selling during the prospecting phase you will greatly reduce your success. Over the course of 25 years in the media sales and marketing business I have seen many prospecting plans from many unique angles. I have identified five factors in the prospecting process that will increase your chances of being granted a meeting with a prospective advertiser – I call this my T.A.R.G.E.T. prospecting tool.

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6 Ways To Show Your Advertisers Some Love

The month of February brings to the forefront a single day where love is the focus. Valentines Day. Yes, that one-day where we go all out for that one person we love dearly. I would suggest to you that if you wait until February 14 you have missed 11 other months to show your love. Because I am a sales coach and not a life coach, I need to quickly move over to the lovers in your business life? From an ad sales training perspective, what have you done recently to show your advertisers some love? If you don’t take care of your advertisers your competitors will! That I can promise you.

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10 Proven Ways To Exceed Your Sales Goals

What will you do to exceed your goals in 2017?  In my ad sales training travels I see some media sales people drift aimlessly from day to day and year to year. There is no focus on a long-term plan for their life, let alone for their sales life. Other ad sales executives set detailed goals and conform strictly to daily to-do lists. The rest of us are somewhere in the middle. Now that you know you are “normal”, where do you grow from here and set goals for 2017 that will help you grow, go, and maybe even glow? Here are ten tips for goal setting success, and how each one applies to your media sales life. 

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