{"id":1668,"date":"2019-07-17T14:39:27","date_gmt":"2019-07-17T14:39:27","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=1668"},"modified":"2019-07-17T14:39:27","modified_gmt":"2019-07-17T14:39:27","slug":"patience-is-a-virtue","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/patience-is-a-virtue\/","title":{"rendered":"Patience is a Virtue"},"content":{"rendered":"<h4>When selling a new prospect advertising on your station, how long should it take to make the sale?<\/h4>\n<h4><\/h4>\n<h4>The correct answer is&#8230; as long as it takes, to do it right! \u00a0Too fast or too slow can both have negative effects.\u00a0But in most cases, moving too fast can have greater long-term negative effects than moving too slow. Patience, more often than not, is a virtue!<\/h4>\n<h4><\/h4>\n<h4>Keep in mind that media sales are different than automotive, furniture, or insurance sales.\u00a0In advertising sales, if we lose the sale to a competitor or don\u2019t make the sale today, there will nearly always be another opportunity tomorrow or in the very near future.\u00a0In the automotive, insurance and other like categories, the urgency is much greater.\u00a0They know if they don\u2019t get the sale today, that person may well be out of the market tomorrow.\u00a0However, even with that said, the best salespeople regardless of what they are selling, nearly always have patience.<\/h4>\n<h4><\/h4>\n<h4>In media sales, there are two factors that determine how long you should take:<\/h4>\n<h4><\/h4>\n<h4><\/h4>\n<h4>1)\u00a0\u00a0\u00a0The value of the client.\u00a0Is it a long-term client or short-term?\u00a0The more potential value the client has, the more patience you should have.\u00a0Don\u2019t rush in with ideas and plans that aren\u2019t well-thought-out. Make sure you play your cards correctly.<\/h4>\n<h4><\/h4>\n<h4>2)\u00a0\u00a0\u00a0How much time does the client\/prospect need to trust you?\u00a0Trust, takes time and if they trust you at the point when they say yes to your plan, the chances are much greater that they will give your plan the time it needs to work.<\/h4>\n<h4><\/h4>\n<h4>Even if they don\u2019t trust you, they may buy from you once or twice, but without trust, the chances of them being with you long-term are very slim.<\/h4>\n<h4><\/h4>\n<h4>In my experience, most of the medium to large, long-term contracts my team wrote took a minimum of 3 months to close, and more often than not it took 6 months or more.\u00a0But once they bought into the ideas and plans that we had taken our time to create for them, they were committed and stayed with the program.<\/h4>\n<h4><\/h4>\n<h4>18th-century Swiss philosopher Jean-Jacques Rousseau said it best, \u201cPatience is bitter, but its fruit is sweet\u201d.\u00a0It takes time to reap the rewards.<\/h4>\n<h4><\/h4>\n<h4>When you find a potential client that has value, be patient with them.\u00a0Take the time to come up with great ideas.\u00a0Ask deeper questions.\u00a0Show a keener interest in their business and use that time to build trust and rapport.\u00a0Once they say yes, you\u2019ll have them for a lifetime.<\/h4>\n<h4><\/h4>\n<h4>Patience is a Virtue!<\/h4>\n","protected":false},"excerpt":{"rendered":"<p>When selling a new prospect advertising on your station, how long should it take to make the sale? The correct answer is&#8230; as long as it takes, to do it right! \u00a0Too fast or too slow can both have negative effects.\u00a0But in most cases, moving too fast can have greater long-term negative effects than moving [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[22,468,469,84],"class_list":["post-1668","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-advertising","tag-competitor","tag-patience","tag-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Patience is a Virtue - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/patience-is-a-virtue\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Patience is a Virtue - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"When selling a new prospect advertising on your station, how long should it take to make the sale? 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