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How to Get More Callbacks from Prospects

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…

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Welcome Back…Now Get Selling!

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…

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Selling Tickets to the Family

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….

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Reach out in New and Creative Ways for Ticket Sales

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. In today’s ticket…

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What to Say When Your Prospect Says, “Call Me Back Later”

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 to…

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Salesman Calling!: Where People Answer Their Cell Phones

What’s the strangest thing someone has said to you as they’ve answered a call from you on their cell phone? Sports ticket sales professionals call thousands of prospects a day, and many times we catch people in strange, awkward, or questionable situations. Here are some of the best examples of responses from sales prospects during…

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How to Increase Ticket Sales for Your Sports Team

I had the pleasure to meet with fellow SportsNetworker.com writer, Bill Guertin, during one of my business networking events that I hold around the country.  This event happened to be in Cleveland where Bill was doing some ticket sales consulting with the Cleveland Cavs and meeting with the Cleveland Browns as well. I already knew…

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Why People Want “Deals” and Buy Value

The promise of a “great deal” or a “one-time-only opportunity” is an age-old advertising message that gets everyone’s attention, even in the world of sports tickets.  But is “the deal” what people really want, or is it something else? We’ve all bought a cheap pair of shoes, a shirt, or a bargain electronics item, and…

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The Best Ways to Start a Cold Call

We’re terrified of cold calls.  Can we admit that? There’s nothing that strikes fear in the hearts of men and women quite like the icy grip of the COLD CALL.  Even the name sounds like a bad B-movie: “You never know who’s on the end… of a COLD CALL!” (Cue terrifying shriek, bad music)  “Rated…

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Added Value vs. Perceived Value

In the economic times of 2009 everyone is trying to define and produce value.  Like most marketing buzzwords, value can be a very ambiguous concept. When fans look to spend their discretionary income to take in a ballgame, they base their purchasing decision on the emotions that the product of sports provides.  The emotional aspect…

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How To Answer, “I Don’t Have Any Budget Left”

As a sports ticket sales rep, you’re used to hearing ridiculous and off-the-wall excuses from your customers as to why they’re not interested. One of the most airtight and hard-to-fight objections, however, is the budget issue. This objection takes several forms. A prospect may say anything like, “It’s not in the budget,” “My budget’s been…

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Ticket Sales and Social Media: MLB Dilemma

Ticket Sales are tough to come by these days due to the economy and other excuses people seem to come up with.  I was lucky enough to attend a Cubs game with Tyler Johnson (who happens work for the White Sox, but the team was out of town that weekend we watched the Cubs). Tyler…

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