If behavior and attitude are the blueprint and belief system that OOH sellers exist in, then technique is how they go about their business. Technique is what you say and how you do it. The actions and words you use to have a positive outcome. Although governed by different rules, […]
A prospect contacts you, and they say they’re really interested in OOH advertising. Ok, they don’t say that they say they want a billboard. They are giving off all of the right “buying signals”. All you have to do is put together a proposal, email it to the prospect and […]
Retaining and growing your most valuable clients hinges on more than just delivering impressive results; it’s about delivering success on the customer’s terms. Central to this strategy is the cultivation of high-level client executive relationships, where value—defined from the client’s perspective—is at the heart of every interaction. To foster and […]
How comfortable are you, on a scale of 1 to 10, when a prospect tells you “Let me think it over?” If you answered anything other than a 1, there could be a problem. You may want to consider implementing the classic OOH Sales Mastery selling rule: “A decision not […]
There is no one-size-fits all sales coaching model. There are only approaches that have been shown to be successful in particular situations. As the coach, you must identify each individual salesperson’s personal “success code” – and use that code to unlock the salesperson’s potential for success. Here are five tips […]
Here is a reliable OOH selling principle: During any given sales meeting, the prospect should be mostly talking and the salesperson mostly listening. A general rule of thumb is that the prospect should be talking about 70% of the time. Typically, in most OOH sales meetings the opposite occurs. We […]
If you haven’t heard the term “ghosting” yet, it refers to suddenly ending all communication with someone without any warning or explanation and ignoring any subsequent attempts to communicate. In today’s world, plagued by incessant spam calls, emails, and texts, it’s no wonder people have become comfortable with ghosting. What […]
Which of the following would you say has the greatest impact on your sales team’s ultimate OOH selling success? The goals and action plans they develop and implement Their attitude and outlook about what is possible and what they can accomplish The strategies and techniques that they employ Before you […]
Farmers most likely know little about the process for developing OOH selling opportunities. But, they do know quite a bit about the process for developing (growing) crops. And, the lessons we learn from the farmer can help us “grow” our OOH books of business. Let’s look at the farmer’s growing […]
Happy New Year! As we step into 2024, the notion of commitment echoes through the famous words of Yoda from “The Empire Strikes Back”: “Do. Or do not. There is no try.” While I may not be a Star Wars enthusiast, this particular line resonates universally. Saying “I’ll try” often […]
