The Weekly Sales Meeting Podcast: Recent Episodes
CD Media Consulting, LLC
Front-line media sales wisdom for main street sellers
chrisfleming.substack.com
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We should be forced to do business with ourselves. Do you have an office of business assistance or business prevention?
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How we carry ourselves on every call goes a long way to determining who wants to do business with us.
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Draw a line in the sand and be willing to hold it. Decide what your true value is.
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First impressions matter, especially when it comes to pricing.
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Beware your blind spot. Learn to identify and overcome these potential pitfalls.
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As much as 64% of prime selling time is occupied by non-selling activities. Change that percentage and change your trajectory.
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Remove the mental obstacles for success. The biggest landmines often are self-made.
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Determine the message first, before defining the medium. Strategy first, then tactics. Don’t let the tail wag the dog.
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Your ability to transfer confidence and emotion will make the difference between being an average seller and an exceptional one.
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You will reach the top of your profession when you become comfortable in any conversation. Get there with practice and patience.
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Creative and Innovative are related. Foster an environment that encourages new ideas and the framework to see them become reality.
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Is selling persuasion or manipulation? It is a matter of ethics.
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Don’t let price live in a vacuum. Price and value must be intertwined.
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The human brain is complicated. It is interested in the new and exciting and shuts down when it drifts outside of accepted norms.
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Don’t over complicate the simple. Make sure your words and phrases are simple and easy to understand. And incapable of being misunderstood.
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The telephone can be a powerful weapon. Learn to remove the cold from the cold call.
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Get your agreements in writing. When possible, be the author of the document.
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Master the fundamentals. If you go off the rails, go back to the fundamentals.
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Do you have the patience to let your conversations breathe?
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Grey Goose made a small fortune by charging more for a better story.
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Go on offense rather than play defense. In business, more often success goes to the aggressor.
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Put yourself on a path to success. Be proactive and not reactive.
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Learn to move the goalposts in your favor.
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This is the framework for bigger orders and higher revenues.
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Fear kills more opportunity than failure ever will. Overcome your self-induced fear factor.
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Often, we get close to the finish line, and we get timid. We develop a sudden lack of confidence, which prevents us from moving forward. Stop it, now.
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Professional athletes practice as much as 20 hours a week for a 1-hour game. How much time do professional sellers spend on practice? Let’s ask Allen Iverson.
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Why do we put things off, especially those activities we know are good for us? Sometimes it is best to roll up your sleeves and get to work.
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If you can’t explain what you do simply, you will find it difficult to convince others of its worth.
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If we are just winging it, we leave everything to chance. A process allows us to predictably control the outcome. Which do you think is better?
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We take recommendations from people we trust. How many customers do you have with that level of trust, where they rely on you to make a recommendation?
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Are we planning for the future, thinking beyond the today? Or are we treading water?
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When we are successful, we start to drift. We stop doing the things we did to become a success in the first place.
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There are some things you can do to increase the probability of winning. Want to know what they are?
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I get tired of having the rate conversation. It is as if the laws of capitalism don’t get to apply to those who sell advertising. That price is supposed to decrease, magically.
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The best person you can believe in is yourself. Trust in your abilities.
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When you speak like they speak, your credibility level shoots upward. You no longer need a translator to get a seat at the advisory table.
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Learn to talk like real human beings. Not like truckers or air traffic controllers but a friend in business, in your next client conversation.
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This is a conversation you should have with every prospect and every client.
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Everyone wants the magic bullet. The single-can’t-miss tactic which works one hundred percent of the time. It is not that simple.
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If sales is one of your hundred problems, you only have one problem. Sales cures all ills.
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In solid, sales conversations the balance of power is always shifting. How can you maintain control of the direction and the outcome?
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It may only be a little more effort.
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Too often we are searching for the shortcut, when putting one foot in front of the other would be more effective.
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How often do we make decisions from expediency rather than the seeing big picture? What are the unintended consequences of these decisions?
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Make this your right when selling anything.
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Consumers often misassign credit for the point of impact when it comes to advertising media.
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What was supposed to raise the value of mass media advertising may have had the opposite effect.
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When you come up with unique solutions for your customers, you are well within your rights to raise the price.
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Never underestimate the power of mass ignorance.
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Use this phraseology to interrupt predictable patterns and stay out of traps.
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Don’t fear the telephone. Embrace its usage.
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Add this to your vernacular to overcome most client objections.
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How to move forward in periods of uncertainty
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It is a key element to look for in your discovery calls. It is not what your prospect’s like doing but what they don’t like that is available to you.
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People enter the conversation from their own point of view. Often, it clouds the decision-making process.
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You can lead with what you are good at or be defined by perception, your choice.
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Every business should be forced to do business with themselves to map the customer experience.
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Look around at other industries; they have all mastered the art of the upsell. We are often afraid. Prepare for closing and have upsell options in your arsenal. Learn from other industries how to do it.
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Added value has become a common ask but you can push back on this, tactfully, and have an honest transaction based on real value.
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There are two things that happen on every sales call. Are they happening to you?
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We are not suggesting that you do, but only that you can when your book of business becomes so robust you can select your partners.
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Prospecting Methodology for a Healthy Sales Franchise.
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No sense complaining about what you don’t have. Pay attention to what you do have and make your case for that.
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Know your worth. Hold the line on your true value.
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Today’s choice of expediency could cause problems down the line.
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Prepare for the next steps.
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Do you have a growth strategy for your current customer roster?
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Instead of thinking about what you do want, you can think about what you don’t want and work to avoid it.
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A simple change in wording with define your importance to your company.
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What you can learn sitting on the beach.
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Are we playing a game rather than addressing issues, directly?
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Some create chaos to mask other issue.
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In any transition, how will you focus your team?
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A common characteristic of a healthy company you can spot on day one.
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How to control your emotions
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Cut the time gap between customer contacts.
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Do you know your own metrics?
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Ideas sell for real money, advertising is more of a commodity.
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Do we want fair or do we really want equitable?
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At what point do you bring pricing into the conversation?
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The more we put off, the more we won’t do.
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Simple techniques to add to your tool kit to significantly cut down the gap between presentation and closing.
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Avoid common acts of desperation in your sales asks.
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What is the one thing that makes your customer famous?
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Get a good plan for follow-up and watch your sales increase.
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There is no substitute for field experience. It helps you distinguish the good from the terrible.
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We can continue to treat the symptoms or look to cure the greater disease.
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Here the two things that can give any seller supreme, contagious confidence.
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People will tell you everything you need to sell them if you ask the right questions and listen long enough for the answers.
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Today is about regret and how to avoid living with regrets.
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Most times that best course of action is to zip it.
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These are the people you meet while prospecting.
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Today's Topic is Selling with Confidence.
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There are two characteristics which cannot be taught.
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Learn what causes micro-managers and what cures them.
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Learn a technique for breaking the fear of the telephone.
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We all make trade-offs. Most are age dependent.
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All about introducing the concept of failure into our sales conversations. Tap into the predisposition of the human brain.
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