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A few excerpts from Chapter 7 : How to Succeed in Ticket Sales

• Ticket Sales is a volume business requiring you to be on an endless pursuit of relationships
• High sales activity = high sales success, an oldie but goodie sales fact.
• Control the things in sales that you can control, and don't let things you cannot control turn into excuses.
• Referrals, referrals, referrals- the single most valuable tool for sales success.
• Ask for testimonial letters for clients and use them during new sales meetings
• Customer service and retention is important towards long term sales success.  Do right by your customers, repeat business is worth it's weight in gold
• Mix it up, try different sales approaches and don't put "all your eggs in one basket"
• Stay organized, take good notes and use a good contact management system.
• Make sure to maximize prime time selling, the golden hours when business gets done.
• Don't quit, stay persistent and stay consistent
• Don't get "high with the highs" or too "low with the lows" try and find sales balance
• Keep the pipeline full and keep investing in building your pipeline
• Don't sound like a "cheesey" sales rep, and don't "show up" and throw up, which essentially means you pitch all the features of your ticket sales plans and miss out on highlighting the benefits.
• Attend networking events, build your rolodex of contacts
• Develop a personalized sales plan, then execute your sales plan and set goals
• Identify your strenghts and weaknesses, build on your sales strenghts and strengthen your weaknesses.
• Have fun selling tickets, remember that selling sports is selling entertainment.  You must not lose sight of the entertainment aspects of sports business, therefore try and insert a little fun into your sales presentations and conversations.
• Be a smart prospector, and learn how to prospect on your own.  There are numerous prospecting tips in Break Into Sports Through Ticket Sales.  All of them can help you build your sales pipeline.