Selling The Intangible - Sales Secrets - Learned as an executive producer at MTV

09/04/23 • 42 min

Selling intangibles is difficult - especially when you can’t show them the thing they’re buying or point to exact numbers like return on investment or money saved.

There’s an art to it and it’s all about customizing it to the person you’re talking to.

If this is something you struggle with too then this episode of Sales is NOT a Dirty Word is for you.

My guest, Vinnie Potestivo, became a master selling intangibles during his time at MTV as an executive producer who needed to greenlight many of the shows we’ve come to know and love today (The Osbournes, Punk’d, Real Housewives, Wild n’ Out, etc.)

And since becoming a producer he’s now one of the best brand and media advisors I’ve ever met.

It turns out that taking the skills he learned in TV and applying them to the average human is incredibly effective.

Listen in to discover:

- How to make intangibles into something tangible during a sales process
- The importance of ownership as a creative and how to successfully negotiate that for yourself
- How to “sell” intangibles to multiple people - and customize your “pitch” to each one for success
The power of saying “not now” and impact it will have on your career

Vinnie Potestivo is one of those people I can’t recommend enough. If you’re interested in growing your brand, visibility and discoverability please check him out at https://ihaveapodcast.com/ and https://www.linkedin.com/in/vinniepotestivo/

Link to level up your sales mentioned in the episode here: https://calendly.com/aleasha/sales-level-up

Selling intangibles is difficult - especially when you can’t show them the thing they’re buying or point to exact numbers like return on investment or money saved.

There’s an art to it and it’s all about customizing it to the person you’re talking to.

If this is something you struggle with too then this episode of Sales is NOT a Dirty Word is for you.

And since becoming a producer he’s now one of the best brand and media advisors I’ve ever met.

It turns out that taking the skills he learned in TV and applying them to the average human is incredibly effective.

Listen in to discover:

- How to make intangibles into something tangible during a sales process
- The importance of ownership as a creative and how to successfully negotiate that for yourself
- How to “sell” intangibles to multiple people - and customize your “pitch” to each one for success
The power of saying “not now” and impact it will have on your career

Link to level up your sales mentioned in the episode here: https://calendly.com/aleasha/sales-level-up

Previous Episode

More sales calls does NOT equal more sales

1 Recommendations

Start selling more by taking less sales calls.

Discover the game-changing strategy to pre-qualifying your leads that allows my clients to almost instantly triple their income.

In this episode you will discover:

The true significant of valuing quality over quantity in sales - especially as a DFY service providers with under 50 clients
How to design a pre-qualification process specific to your business that makes clients excited to talk to you - and more likely to say yes
The best ways to turn prospects who aren’t a fit right now - into future clients

If you’re interested in the sales quick fix call mentioned in the episode, here is a link to book: https://calendly.com/aleasha/sales-quick-fix

Next Episode

Improving Your Sales with Effortless Alternatives

If you’re not getting the results you want from your sales when implementing mainstream sales strategies - I’ve got good news - it’s not you and it’s not that you’re bad at sales.

Pushy sales tactics and manipulative language cause your customers to feel defensive and guarded.

So, instead of building authentic connections and rapport that ends with a sale, you're encountering resistance, skepticism and “let me think about it.”

If that resonates with you then this latest short episode of Sales is NOT a Dirty Word is for you. In it, I break down 3 mainstream sales tactics that destroy trust and offer up alternatives.

All with the important note that if what you’re doing is working for you - keep doing it! But if it’s not, listen in.

In this episode you’ll learn how to:

Manage your sales conversation with as much ease as a discussing with a friend which restaurant you should go to
Build trust from the first minute without “setting an agenda”
Engage your prospect so that they actually LEAN IN when you pitch instead of putting a defensive guard up
Discuss investment with transparency and trust instead of a “the first person who talks loses” game

Link to the sales level up opportunity mentioned in the episode: https://calendly.com/aleasha/sales-level-up