Media Ad Sales: “No” Can Lead to “Yes!”



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Yeah, this prospect so wants to say “No.” But you can overcome it with Nancy’s tips for handling objections.

“No money.”    
“Too expensive!”
“Timing isn’t right.”
“We tried it before and it didn’t work.”

We can’t avoid them, but almost every sales call with a prospect has them.

I’m talking about objections. And I’m going to tell you why they are actually a good thing in the sales process. So how do we learn to handle them? [Read more…]

A Quick How-to On Handling Ad Sales Objections



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Objections can be a good thing! Ad Sales expert Nancy O’Brien tells us why.

I am going to suggest something crazy: Objections are actually good in the sales process. Why would I say such a thing? Because almost every sales call will have some objections. We can’t avoid them, but we CAN learn how to handle them well. In the process you will learn a lot about what your prospect really needs.

We know that sales is all about building relationships. You begin that process by listening to your customers objections and empathizing with them. Only then can you show them how you will help them solve their problems….. and ultimately earn their trust.

Common objections from clients: (I bet you can add some!) [Read more…]