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ENS on SalesENS on Sales is Wayne's weekly media sales tip. You can signup below to get your free copy in your email every week, and you are welcome to view our archives. To request more information please complete the following form:**All requests are submitted only to Angela and Wayne of ENS Media Inc.**
Doing What's RightIs There a ‘Sales god’? Sometimes I think there is a sales god; someone who watches over salespeople and rewards those who do what’s right.
Last week I made a very difficult decision. I had a client that I really liked working with and that I knew I could dramatically increase sales for. However, they weren’t buying in and taking our proven sales best-practices to the street. They were not receiving full value from our consulting services, so I fired them.
It was a difficult decision, not only because I liked the client and knew I could do a lot to help them, but because there isn’t a line-up of stations looking to add the expense of a consultant to their ledger these days.
But a couple of things happened when I made that decision;
1.) I felt better! I felt like someone had taken a ton of bricks off of my shoulders. My client wasn’t getting full value for his investment, yet I was cashing his checks…..not a good feeling.
2.) I booked more new business in the days following that difficult decision than I’ve booked in months!
Maybe there is a sales god. Why not do the right thing for your clients and test my theory for yourself? I’m betting you’ll feel good, be re-energized, and ‘lady luck’ will shine on you!
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