Marketing & Motivation Consultants

ENS Media Inc. helps marketers and media to increase their sales at a profit.

ENS on Sales

ENS on Sales is Wayne's free weekly media sales tip.  We provide short, useful bits of advice every week to help you expand and grow your business.  We address topics such as:

  • Tips on how to be successful with your media choices
  • Obtaining employee buy-in
  • Communication strategies and tactics
  • Sales and advertising techniques
  • Marketing and your return on investment
  • Selling techniques
  • Sound business practices
  • And much more

Sign-up to get your free copy in your email every week, and you are welcome to view our archives.

The Gift of Gab

Every once in a while, I meet a salesperson who proudly proclaims their strength to be, “I’ve got the gift of gab.”  In sales, the ‘gift of gab’ is more aptly described as ‘the curse of chatter.’

Successful sales professionals know that sales are really more about listening than it is about talking.

Those with the curse more often engage in product-feature speak than they do in providing customer-focused solutions or opportunities.

Customers don’t care how much you know until they know how much you care….and caring is demonstrated by listening.

Listening is by far the most important and difficult skill a sales professional can learn and practice.  The sales people who annoy and alienate prospects the most are those who claim to be good listeners but follow every customer objection with a “yah, but…..”

There is no room for the word ‘but’ in a good listener’s vocabulary.

To be a professional listener you need to;

1.) Earn the right to ask questions by learning something about the prospect’s business before you make a call.

2.) Prepare with open-ended questions that encourage the prospect to express their views and feelings.

3.) Demonstrate you are listening by taking notes. (Always ask permission to take notes. (“Your input is important to me, do you mind if I take a few notes?”)

4.) Paraphrase and summarize what you hear.  Don’t start a debate.

5.) Use the language and needs you hear the customer express when you make your presentation.

6.) Make certain that every benefit you present relates to a need you heard the prospect express.

There is a lot more money to be made being interested than there is in being interesting.  So why not shut up and make some money!

For Media

SoundADvice

SoundADvice
SoundADvice is one of the most useful branding and training tools ever designed to help radio account executives obtain new clients and higher revenues...

Read More

 

Winning in the New Media Economy

Winning in the New Media Economy
This turnkey sales training and advertiser seminar system is proven to persuade advertisers to use more radio in their new media mix.
 Read More

Facebook Marketing ConsultantLinkedIn Marketing ConsultantYouTube Motivational Consultant

ENS Media Inc.
38 Old Indian Trail
Lagoon City, Ontario
Canada, L0K 1B0

p. 705.484.9993
e. info@wensmedia.com