With the election just behind us, I’ve been reminded of some age-old truisms around sensitive topics: Money. Politics. Sex. Religion. These are the classic conversational “taboos” we’ve been taught to avoid. And for good reason! However, if you’re in OOH sales, talking about money is not only unavoidable—it’s essential to […]
Prospecting in sales is about two things: skill and consistency. The best OOH sales professionals know that even when business is thriving, they need to stay disciplined in their prospecting efforts to keep the pipeline full. Here are five essential techniques to help you attract high-quality prospects. Proven Prospecting Techniques […]
If you’ve ever found yourself in a sales slump, you know it can feel less like a “slump” and more like a deep, dark pit. We’ve all been there—your numbers aren’t where you want them to be, and you feel stuck. The worst part? That feeling of shame that creeps […]
Selling OOH advertising has always been a challenge. But in today’s world, with the pace of change and the overload of information, some aspects have never been easier—yet others have never been more complicated. Imagine explaining to an OOH salesperson from the 1980s how much information we can gather today […]
In facilitating an OOH Sales Mastery session this week with some very new clients from across the country, we were discussing the various unique value propositions that each of them felt that OOH in general and more specifically their company provided to their customers. Opening the session, the question was […]
It’s hard to believe but here we are, 3 weeks away from the 4th quarter of the year. It’s do or die time team! If we don’t make it happen NOW, then we are just going to have to be satisfied with the results we’ve gotten. Are you? Or do […]
In the world of OOH sales, there’s one straightforward, yet powerful question that, when used consistently, can significantly improve your close ratio, shorten your sales cycle, and strengthen your relationship with potential advertisers. And yet OOH salespeople hardly ever ask this question. We’ll get to that question in a moment. […]
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 […]
