Monday, January 31, 2011

Get to the real decision in CMR sales...

I've learned a few things in sales the past few weeks, it's important to get to the person that makes the final decision first. I'm real product sensitive and to pitch a go between person really puts you in a time bind. You make the appointment, talk to them about your product and find out they have to talk to another manager and in most cases, the owner. 

The goal is to eliminate to go between client and get right to the main person. They are never going to be as passionate as you in pitching the product. 9 times out 10 they will leave the material on the higher ups desk and not even mention the appointment or they might go over s small part of it: The price point without fundamental reasons why.

CMR AE's should make it a point to contact the main decision maker to talk about the station and the benefits of  an advertising package.

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