https://videopress.com/v/nAjYUpIK?preloadContent=metadata What do you do when repeated follow ups in the pipeline still find your prospect not being able to make up their mind? Here is how we close an indecisive person. Kathy Burrows, Chief Energy Officer, Sold Out Seating Lots of reasons to press ‘follow’ on my blog (soldoutseating.wordpress.com) : SOS 3 Minutes Sales Focus: weekly … Continue reading SOS 3 Minute Sales Focus of the Week: Closing “Ivan Indecisive”
With schedules coming out for summer sports and winter sports starting to 'heat up' it's business almost as usual for those of us in the front offices. Read on! "Hey Kathy, We can't fit groups in this year, at least initially, if we take care of our season ticket holders. I don't want the team … Continue reading Kathy’s Sports Sales Mailbag … “Hey Kathy!” Feb. 24
We think we are doing a great job. We are selling ... well, selling like it's 1999. No wait, that's a song and we should be partying like it's 1999. So why are we selling and servicing like it's 1999? Our customers have moved on. They are no longer in 1999, 1980, 2000...they are in … Continue reading I Am Your Customer…Are You Giving Me the Experience I Expect in the 20’s?
https://videopress.com/v/xCRVhQpF?preloadContent=metadata Its important to remember...the consumer doesn't NEED us...it's a choice. Our job is not to try and find 'needs' from a consumer but instead what type of experience they want when they attend an event and how can we best provide it. Kathy Burrows, Chief Energy Officer, Sold Out Seating Lots of reasons to press … Continue reading SOS 3 Minute Sales Focus of the Week: Selling to the Consumer
Unbelievable snow in unbelievable places...unbelievable snow in the believable places...and yet we sell! Gives new meaning of selling ice to Eskimos! "Hey Kathy, I have been hung up on by a lot of businesses lately. Any suggestions? O, midwest Hi O, Think like a business, not a sports sales rep. Are we sounding peppy and … Continue reading Kathy’s Sports Sales Mailbag … “Hey Kathy!”
We do the drill. We call the prospect. We start the conversation. Then we switch to asking questions...'needs based' questions we say, only it starts to sound like an inquisition and the bare light bulb should be hanging above. The prospect starts to sweat. Getting kind of nosy with these questions, are we? Then the … Continue reading Sports Sales Questions: Finding What the Prospect Wants or Interrogating?
https://videopress.com/v/NR30hDuM?preloadContent=metadata The minute they say 'yes' is just the start of the sale. The touchpoints you provide throughout the year will determine if there is a strong enough relationship to keep them coming back year after year! Kathy Burrows, Chief Energy Officer, Sold Out Seating Lots of reasons to press ‘follow’ on my blog: SOS 3 … Continue reading SOS 3 MINUTE SALES FOCUS: TOUCHPOINTS
As most of us are gearing up or are in gear already for partially opened facilities, changes are happening in the way we sell quicker than we can blink! Questions are coming and I am more than happy to help answer! "Hey Kathy, This being a strange year, and knowing most of our facility will … Continue reading Feb. 10: Kathy’s Sports Sales Mailbag … “Hey Kathy!”
Last call for this month's Wine O'Clock With Kathy! Join fellow sports teams from all over the US and Canada as new sales methods are being shared. Some new methods this month are in the area of Non Profits and also Youth Sports as well as b2b discussion. This is a 'live only' event, so … Continue reading Last Call for “Wine O’Clock With Kathy” NEW Sports Sales Ideas
In sales, we tend to use buzz words whether in conversations with clients or talking about our team..."I want to pitch xxxx," "This sales team crushed it." "I sell the experience." "I just want to touch base." "I'm just reaching out." "Make sure you hit all the boxes on the 'hustle board.' " These are … Continue reading Sports Sales: Save “Pitches” for Baseball and “Crushing It” for the Grape Harvest…