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Written by Cesar Rincon
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Saturday, 02 January 2010 13:11 |
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Would they say you are persistent? I hope they do, because in the game of sales, this is one of the key ingredients for long term success. You see, in the field of media sales, you get an infinite number of opportunities at getting business from one client. There are the traditional buys, NTR, incremental budgets, next month, next quarter, the quarter after that, and of course there is the ultimate: "next year".
Unlike most lines of sales, in media sales, buyers typically buy more than one medium, and they buy often. Just because you did not get their business this month, doesn't mean you can't get it on your next attempt.
However, persistence is the key to breaking into an account. If you give up on a certain account, chances are you are missing out on future business. I believe that sometimes, buyers test us to see if we really believe in the product we are selling. Put yourself in their place. They get many calls from new reps and new media outlets ALL THE TIME! How are they to separate the fly-by-nights from the real McCoy's? They test them over time! If you hang in there long enough, you just might get the business. Be persistent and you will win!
We invite all of you to get a discussion going. Please submit your comments at the end of this article, Thanks.
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Last Updated on Saturday, 02 January 2010 13:41 |
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