The Advertising and Business Management Partnership

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“I tried advertising once and it didn’t work”, is a common objection advertising sales people often hear when trying to establish a new relationship with a prospect. I write extensively about what an advertising sales person can do to ensure that the advertising they sell lives up to their expectations. But, no amount of good advertising will fix a bad business. The business must be prepared to back up the advertising campaign with the basic customer service necessary to convert the advertising into new customers.

Spike SanteeThe Advertising and Business Management Partnership
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What Part of NO Don't You Understand

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When your prospect says “No” to your offer, that is not the end of your selling efforts. When your prospect says “No” to your offer, that is just the beginning of your selling efforts. Your sales job is just getting underway. But now, to take your selling efforts to the next level you must learn how to translate the “No” response you just heard into the real reason the prospect hasn’t yet said “Yes”.

Spike SanteeWhat Part of NO Don't You Understand
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