Use silence after trial closes. A trial close is another way of asking for the sale—and there are many ways to do this.  The key is that after you do this—be quiet and use sil...
1. "The product sucks!" My reaction is "Why did you take the job?" You knew what you were selling prior to accepting the job. If you failed to understand the product to begin...
I hear sales excuses all the time. I have probably used a few in my day as well. But all they are is excuses. I once had a boss who told me, "A poor workman blames his tools." Sin...
Last time, I provided a cross-section of excuses for poor sales performance. Though they are general sales excuses, they can be adapted to, and are very applicable to, sponsorship...
Sponsorship marketing and sports marketing are all about selling. The properties sell a program to the brands. Then the brands sell their product to the audience. That is how it w...
Between March and May, I delivered a series of SMCC One-Day Workshops on behalf of the Partnership Group - Sponsorship Specialists™. They were on conducting discovery sessions wit...