Happy Spooky Week!

The air is crisp, your football team is already showing you this is NOT their year, and you have bought 2 costumes for your kids because they “changed their mind” – this can only mean one thing, Halloween is right around the corner!

Halloween just happens to line up with some of the busiest days of the year for sellers. Whether you are trying to secure those last minute Q4 dollars or working to renew business for 2026, it is that final push before the holidays to ensure goals are met. I thought there was no better time than now to review some essential sales tips. To make things fun, we related them back to the candy you will be stealing Friday once the kids are asleep.

Nerds Clusters – A bunch of little pieces held together to make something stronger (and more fun!). Your network works the same way; individual connections linked into something that stretches further than you can alone. Building your pipeline is essential for hitting your goals and warm introductions can make the first meeting much more productive. If you are reaching out without a connection, lead with curiosity about the prospect, not about what you can provide them.

Tootsie Pop – Ask lots of open-ended questions. You’ve got to get through the outer layers before you reach the center. The more you focus on the client (their goals, challenges, needs) the closer you get to the sweet spot: how your product truly fits their needs. It’s about patience, curiosity, and earning your way to the core.

Snickers – In order to bring true satisfaction, focus on a true understanding of how the media goals tie back to business goals. Being layered and substantial your understanding of the advertiser’s business will allow you to connect media strategy to what truly feeds the business.

Sour Patch Kids – People love real conversations with a little edge and sweetness – not a rehearsed flavor. Keep conversations and presentations authentic and not over rehearsed. This will give prospects a better understanding of who you are and typically a little vulnerability lends itself to deeper relationships.

King-Size Candy Bar – The star of any treat bag, no fun-size thinking here. Take risks and go for bold ideas and bigger impact plans – it only lends itself to high rewards!