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Want to close more media sales? Take some advice from ‘Sam I Am’

Want to close more media sales? Take some advice from ‘Sam I Am’

In his article for E&P Magazine, Jeff Sleete emphasizes the persistence needed in sales, noting that 98% of sales are not made on the first call. He discusses the myriad reasons why prospective advertisers might initially decline an offer, such as budget constraints, loyalty to other media partners, or simply not feeling the urgency to buy. Sleete draws parallels to the famous sales case in “Green Eggs and Ham” by Dr. Seuss, illustrating the importance of overcoming objections through repeated, varied offers. He encourages media sellers to continuously pitch their ideas to all potential clients, embodying the persistence of “Sam I Am” to eventually secure sales.

“Most sales gurus agree that about 98% of all sales are not made on the first call. Sometimes the customer says “no.” That’s when the selling starts. If you can turn a no into a yes, you make the sale.

There are a lot of reasons prospective advertisers say no:

  • They don’t have the money.
  • They have the money but are just plain cheap.
  • They think they can get a better deal elsewhere.
  • They have something else in mind.
  • They don’t want to change media partners.
  • Your price is too high.
  • They don’t trust you.
  • You didn’t give them any urgency to buy now.
  • You’re a jerk.

The list of possibilities is almost endless…”

Sleete On The Street | O Sale-o Mio - What Pavarotti can teach you about mastering the art of sales | Sleete Sales Scripts, LLC | Media Sales Consultant | Sales Training | SleeteSales.com
O Sale-o Mio: What Pavarotti can teach you about mastering the art of sales

In his article “O Sale-o Mio: What Pavarotti Can Teach You About Mastering the Art of Sales,” Jeff Sleete draws parallels between the discipline of legendary tenor Luciano Pavarotti and the dedication required for sales excellence. Sleete emphasizes the importance of continuous self-improvement, urging sales professionals to regularly refine their skills, much like a world-class performer hones their craft. By adopting a mindset of relentless practice and commitment, salespeople can elevate their performance and achieve greater success.

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Sleete On The Street | Look Up! | Sleete Sales Scripts, LLC | Media Sales Consultant | Sales Training | SleeteSales.com
Look up!

In his article “Look Up!” for Editor & Publisher, Jeff Sleete emphasizes the importance of targeting high-level decision-makers—such as owners, presidents, CEOs, and COOs—during sales calls. He argues that while many sales professionals focus their efforts on mid-level contacts, true authority and budget control reside at the top. By directing sales strategies toward these key individuals, media sellers can more effectively secure approvals and drive substantial business growth. Sleete’s insights encourage sales teams to elevate their approach and engage with those who have the ultimate decision-making power.

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