by John Hillary | Sep 1, 2022 | Prime Time
When it comes to closing, how we speak is often more important than what we say. Before every presentation, I ask myself, “What’s my tone for this client?” The question reminds me to consider THEIR personality style and how I can best match it to keep them engaged....
by Pat Norris | Aug 25, 2022 | Prime Time
What would you do in this scenario? You’ve got a new seller on your team. They’re gung-ho to close new business. On one of their reach outs, they talk to a business owner who’s receptive to a meeting. During the initial conversation, he tells the seller he’s got a...
by Pat Norris | Aug 9, 2022 | Prime Time
I have watched hundreds of sellers and sales managers ask for money and have asked for a lot of it myself. And through the years, I have become convinced that the art of closing—securing new local revenue—has nothing to do with the facts we present. Rather, it’s about...
by Angela Betasso | Jul 11, 2022 | Prime Time
What’s the biggest predictor of success? If you said past success you’re on the right track. Past behavior is the best predictor of future behavior. With that in mind, coupled with a need for good sellers—targeting second-career and/or younger boomers for open sales...
by Phil Bernstein | Jun 23, 2022 | Prime Time
“20% of your account list is going to disappear every year no matter how good you are. So you’ve got to be looking for new business every single day.” I was given that information by an experienced media salesperson when I was a rookie. I’ve never seen the 20% figure...
