The Cure for “Salesheimer’s Disease”

by Bill Guertin | June 2nd, 2010 | View Comments

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 say that would make any sense.

What do you say when you don’t know what to say?

Fortunately, there are a few phrases you can get to know and memorize that can get you out of sticky situations like these, and save the call in the process. Have these responses handy next to your phone, just in case you may need them:

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How to Use a Pen to Sell On the Telephone

by Bill Guertin | April 15th, 2010 | View Comments

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 prospect happens to be, chances are they’re near a piece of paper and a writing instrument of some kind. It’s your chance to engage them in your conversation – IF you’re good enough with using information that can lead to a sale.

While you have someone engaged on the phone, try this: ask them if they’re near a pen and paper, and ask them to write down a few things you’re going to dictate to them. This subconsciously gets them to begin thinking creatively and positively in your direction, because they’re writing down something about you, keeping an informal “record” of your conversation, and they have a pen in their hand… which is a close cousin to signing a deal. (Many people also think better when they have a pen in hand and are writing!)

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Budgets are for Cowards! How to Fight Back

by Bill Guertin | March 22nd, 2010 | View Comments

The Smiths 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?

As a group of sales professionals, our success against a stingy budget boils down to two things:

A rock-solid understanding of the value of our product to our clients, and;
An iron will to continue to sell through their initial resistance.

Most everyone that has the power to write a check is nervous about the pressure they’re getting from all sides. Spending money in the “wrong” way has been the kiss of death for many executives, and no one wants to be the next victim.

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Fire All the Salespeople

by Bill Guertin | March 5th, 2010 | View Comments

sunface13 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 lull our leadership into expecting less from the salespeople who are paid to make things happen. Our managers are taking the “economy” excuse and letting our sales reps use it as a crutch, and it’s weakening everyone in the process.

If you’re an account rep, I have a few telling questions for you:

Did you achieve your monthly goals for either January or February? If not, what happened?

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Sell Your Ideas, Not Tickets

by Lewis Howes | March 1st, 2010 | View Comments

rmcgervey (This is a guest article by Josh Feinberg)

Raise your hand if you are a salesman (you all should have your hands up). We are all in sales, whether you are selling yourself, selling your product or service. Are you in the business of selling ideas, passion, or events? I am…it’s called Minor League Baseball. Sales in Minor League Baseball can come in many shapes and sizes, be it groups, mini-plans, and of course season tickets. More often than not, Theme Nights held at the ballpark will come into play. Try to sell an idea before you attempt to sell tickets.

Theme nights translate into ideas, passion, and events. Is your passion dogs? Then organize a “Bark in the Park” event for fans and their pets. Maybe your passion is music and performing. I have a great idea for your local schools, why don’t you bring your chorus out to sing the National Anthem or “Take Me out to the Ballgame”. I bet there are some Chess fans out there. Use some open space on the concourse to host a chess tournament during a game.

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Tips on Apologizing for Salespeople

by Bill Guertin | February 22nd, 2010 | View Comments

LexnGer 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 you in this position. For all that I have done, I am deeply sorry. I have a lot to atone for.”

Tiger screwed up, and he finally was doing what anyone who screws up badly should do; take ownership for your mistakes, and let people know what you plan to do to fix them.

As responsible salespeople, we can learn from Tiger’s example. On occasion, we’re going to screw up an order, type in a wrong seat number, forget some paperwork, or fail to follow up with a phone call we promised to make. Rather than run and hide, the sooner we can recognize our mess-up, the better off everyone will be.

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Get Out of a Sports Ticket Sales Slump

by Bill Guertin | February 11th, 2010 | View Comments

rocketace 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. This is way too stressful. Where’s all that fun and excitement you thought would be coming your way? This is more like…a JOB!

If you’re feeling this way, here are several things to consider:

Look at how you’re spending your time each day. Do you talk a lot with your co-workers about how bad things are? It’s a natural thing to do, but it’s not doing anything to move you forward. In fact, psychologists say that peer group reinforcement of a particular negative belief can actually hold you back. Is it worth feeling good for a few moments just to stay where you are?

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How to Get More Callbacks from Prospects

by Bill Guertin | January 18th, 2010 | View Comments

Johan Koolwaaij 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.

Are you kidding? Something else is more important than getting back to you about their awesome seats? C’mon! You don’t have to take that crap! Push the odds in your favor!

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Welcome Back…Now Get Selling!

by Bill Guertin | January 1st, 2010 | View Comments

Ed Coyle Photography 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 hung over.”
“People are hitting the ground running, and they’re too busy to talk to me.”
“Their budgets have just been set for the year, and there’s no money for me.”
“People have more important things to do, and I’m the last person they want to talk to right now.”

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Selling Tickets to the Family

by Bill Guertin | December 21st, 2009 | View Comments

jbrownell 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. Parents will often do WAY more for their children than they’ll do for themselves.