Ad salespeople—do some days feel like you are smacking up against a brick wall of “No?” Do you encounter prospects who cross their arms and purse their lips tightly, all the while glancing at their cell phone or desktop every 30 seconds?
Everyone in the ad sales profession faces rejection. But how do you overcome the persistent, teflon-coated objections of a really good prospect—one you know you can help? We checked in with Nancy O’Brien of Aviation International News—and ad sales rock star in her own right—to see what works best.
Niche Media HQ: We have featured posts from you in the past on this blog where you talk about overcoming objections. What are some early warning signals that clients show so an ad salesperson can know they are heading for trouble? What can they do to turn it around? [Read more…]