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The Desk Closest to The Door by Mike Brunel
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In The Desk Closest to the Door, Mike Brunel of NRS Media has provided an invaluable guide for the salesperson who is just launching his or her career in media sales.In his introduction, Mike writes, "For me, good salesmanship is about getting a person's trust, discovering a need and then proposing a solution in a simple and straightforward manner." He then proceeds to show how this is done, step by step.
Starting at the very beginning -- outlining how to develop and maintain an effective client list -- Mike goes on to explain how to put the client list into action, how to position yourself as a resource to your prospects (before you even meet them), how to make the pitch and ask for the order, and, perhaps most importantly, how to provide outstanding customer service. Along the way, Mike punctuates his book with real-life sales stories that are both entertaining and insightful.
The book includes many gems, including:
- nine traits of successful media salespeople
- suggestions for creating a personal biography that will help you sell yourself to your clients
- twelve problem-seeking questions (a great way to open a discussion with a prospect)
- how to find out what a client's budget is - without asking for it directly
- tips for writing great thank you notes
- a very cool bonus on the last page, that you'll have to discover for yourself!
Whether you're just beginning your sales career and are seeking some practical advice and guidance, or whether you've been in sales for a while and are looking for an excellent review of the fundamentals of selling, this book is worth checking out!
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Go to the author's website: www.talkingmediasales.com
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Stephen, do you have a link for ordering the book? I went to Mike's website, www.talkingmediasales.com, but when I clicked on the link for ordering the book, it gave me a website-doesn't-exist error.
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Amy, I'm checking into other links, but I'm only finding the Kindle edition on Amazon (here). However, Amazon does offer a free version of its e-reader that you can put on a computer. I'll get in touch with Mike Brunel and see where is the best place to order a printed book.
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