Mike Cheney Q&A | Local Broadcast Sales

Q&A on Closing Your Most Difficult Sales – Part 6

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

How do you determine the personality style of someone before you meet them?
What if I’m in a meeting with two or more people with differing personalities?
How can a manager get the most from different types of salespeople?
How do the different patterns of people respond to the idea of starring in their own commercial?

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

Why do I have clients who spend lots of money with me every month, but won’t return a call?
Sometimes our station has what I call a “fire sale” which is a limited number of highly discounted spots. How do different clients respond to this tactic?
My manager wants 2-4 updates on my sales activities every day. How can I get him what he needs without spending so much time on generating reports?

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

I have a client who agrees to a schedule only to change her mind a week later. She has done this more than once. Am I doing something wrong?
How important is it to understand others? What should managers know about their reps? Are these closing skills useful in staff development?
Does your pattern impact how you approach pricing?

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

I have an Amiable client who won’t make a decision without checking with others in her organization. Any suggestion on how I can close this kind of client more often?
I work with a team of advertising sales people at a university. What kinds of suggestions do you have for teaching them to become responsible sales people for clients, especially as it relates to rapport?
How do you handle a client who has someone else talk to you after a meeting? Maybe a Dominant at first, but now an Amiable.

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

How can I do a better job of knowing my customer’s personality style and then adjusting my behavior to comfortably close sales?
Is there a certain time frame when talking with a prospective client that you should stay away from? In other words, how long is too long?
At our station we constantly repeat the phrase, “always be closing”. Does that philosophy work with all four personality styles?
How do you stay on track with the Expressives that want to talk about everything in their life?
I am now second-guessing my philosophy of “selling to others the way I like to be sold to”. You are saying something a bit different, aren’t you?

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

Why is it so hard for me to get a few minutes with my Dominant auto dealers?
My manager doesn’t like me to stop and see a client without a purpose, but you say that Expressive clients like you to stop in to say “hi”. Why is that?”
How do you recover if you identify a client’s communication pattern incorrectly?
Is it a good idea to categorize my clients based on their communication pattern?
I find it hard to deal with Analytical prospects. Do they REALLY need all the information they ask for?