It’s keeping team owners and sales VP’s up at night – and everyone else that’s involved in professional sports. Facedwith the threat of a potential labor strike, those who are in sports ticket sales are being asked to continue to stay the course and call their prospect lists. While managers are saying “Business AsRead more →
About Bill GuertinBill Guertin is CEO (Chief Enthusiasm Officer) of The 800-Pound Gorilla, a dynamic sales training and consulting company whose list of blue-chip clients includes the ticket sales departments of dozens of teams from the NBA, NFL, NHL, Major League Baseball, and Major League Soccer. He is the author of the Gold Medal-award-winning book Reality Sells, and The 800-Pound Gorilla of Sales: How to Dominate Your Market. Subscribe to his Sports Ticket Sales Newsletter at www.The800PoundGorilla.com, or follow Bill on Twitter at www.twitter.com/800poundgorilla.
Author Archive | Bill Guertin
Who wants to make more money in sports ticket sales? (OK… you can all put your hands down.) And…who is willing to shame or embarrass their team’s clients in order to get there? (Keep those hands down! Shame on you in the back row!) Upselling current seatholders can be a major contributor to any team’s bottom-lineRead more →
Have you ever been ‘frozen’ in a ticket sales conversation? We all get that sinking feeling every once in a while. You’ve either lost your place in the conversation, got distracted, or reached a verbal dead end. It’s been called “Salesheimer’s Disease”; your brain goes numb, and it feels like there’s nothing left to sayRead more →
With cell phones, call forwarding, and the death of the land-line in the home, most often we have no idea where our prospects might be when we’re calling them about our sports ticket opportunities. They could be in the car, the supermarket, out on a date, or anywhere else you could imagine. Wherever your prospectRead more →
Every account executive in sports sales would be rich if they had a nickel for every time they’ve heard “It’s Not In The Budget” this year. It’s the all-purpose excuse for the new normal. After all, it’s an easy out for the prospect; how can any rep argue with a budget that they can’t see?Read more →
There is a common problem I see brewing in sports ticket sales organizations across the nation. It started about 18 months ago, and has been spreading like a virus, bleeding organizations dry. I’m not sure where it started, but I know how it can be stopped. Here’s the problem: We’re allowing the economy to lullRead more →
Tiger Woods delivering his 13-minute speech was finally what hundreds of millions of people were waiting to hear. “I know I have bitterly disappointed all of you,” said Woods. “I have made you question who I am and how I could have done all the things I did. I am embarrassed I have put youRead more →
So you’re not having the kind of success you’d like. Your calls are more difficult, you’re not closing as many sales as you’d planned, your manager is supportive but insists on results. Your check isn’t enough to do the things you want to do. This sports thing wasn’t what you thought it would be. ThisRead more →
When someone has decided to call us back before making a buying decision, there’s a good chance (despite all their good intentions) they won’t follow through. It doesn’t make them liars or bad people. It’s just the law of averages. We know people get busy and have other priorities come up in their lives. AreRead more →
The holidays have passed us by, it’s 2010, and for those of us who hibernated for several days, it means it’s time to get back to work. Over the years I’ve seen an inordinate number of people give me excuses why it’s not the “right time” to sell someone right after the holidays: “Everyone’s hungRead more →
Nothing is quite as powerful or as meaningful to a prospect as the benefits of ticket ownership for their children. Talk about the benefits of tickets to them personally, and many will say OK… but talk to them about the benefits related to their children, and suddenly the purchase becomes much more personal and emotional.Read more →
You have a prospect who’s genuinely interested. They’re asking all the right questions, and you’re responding perfectly. All seems to be going well, and it looks like you’re about to close the deal. All of a sudden they say, “I’ve got some other pressing things that are going on right now, so I have toRead more →
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