Why ad sales is like the game of chess

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ryan dohrnI’m occasionally asked to accompany an account executive for coaching purposes as they make a sales call. The majority of the time, the account rep will talk about their media product for the first 20 minutes of the ad sales meeting. Why do sales people talk too much? Sales people talk too much due to a combination of poor training and fear. Poor training, in that the ad sale rep hasn’t learned to ask questions, rather than dominate the conversation. Fear, in that the ad sales rep worries about the outcome of the meeting because they don’t know what to expect. Have you ever heard of Paul Charles Morphy?  He is considered to have been the greatest chess master of his era, and is remembered as one of the best strategic players of chess known to man.  Many said he knew every move he would make before the game began. 

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