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:
Every account executive in 
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.
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.”
(This is a guest article by Cabe Flesher)
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.
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.
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.
I always take the opportunity to reach out to a customer and show off a brand I represent. I won’t lie, I had a college professor that pounded this into my head for a semester. Working in ticket sales a few years later, I searched for ways to capitalize on this point.
