ENS on Sales

ENS on Sales is Rick's free weekly tip for Media Reps and Managers.  We provide short, useful advice every week to help guide media reps and managers to become better at what they do.  Many managers tell us they find the tips as useful topics for sales training, and media reps find some of the topics useful as client leave-behinds.  We address topics such as:

• Time Management
• Ad Writing and Creativity
• Creating Strategy
• Effective Advertising
• Prospecting
• Motivation
• Goal Setting
• Best Selling Practices
• And much more

Sign-up to get your free copy in your email every week.  You are also welcome to view our archives on the right.

Current ENS on Sales Issue:

Confused Prospects Don’t Buy

Ever looked at someone else’s proposal… and thought, “Wait… what am I even looking at here?”

And then, imagine you’re the business owner!

Now, take an honest look at your own proposals and presentations.

A lot of proposals, ad schedules, educational pieces, and follow-ups aren’t just unpersuasive… they’re confusing.

They’re filled with:

• Industry jargon
• Missing details
• Vague timelines
• And numbers that don’t clearly connect to results

To us, it all makes sense. We live in it every day. But to a business owner? It’s like trying to read a foreign language. And when something feels unclear… it feels risky.

So, what do people do when something feels risky?

They wait. They stall. They say, “Let me think about it.” Or they buy from someone else. Not because they’re not interested…

But because they’re not confident.

Before you finalize your next presentation or proposal, do a quick gut check:

If someone outside my industry read this…
• Would they understand what they’re getting?
• Would they see how it helps their business?
• Would they feel confident moving forward?
• Am I talking about things they don’t care about?

Clarity builds confidence. And confidence closes deals.

Make it easy to understand… and you’ll make it easier to say yes.

Remember when Tommy Boy finally “got it”? It’s just an example of keeping it simple and understanding what they really want to hear. Check out the short clip here…

https://youtu.be/a5dpBpaFiMo?si=30L82aKyCH2SuJPY

NEVER Stop Learning – Get Better Every Day!

Duane Christensen
Rick Fink

ENS Media