CSL alum Nicky Gordon Gives Sales Tips to Sales & Development Class
By: Hannah Matheson, CSL graduate student
“Connections, relationships, research, overcoming objectives, and follow ups are the name of the game,” CSL alum Nicky Gordon told our grad students in sales & development via Skype. Gordon, account manager, premium sales for the Miami Dolphins, shared his journey through pro sports and offered some valuable sales tips.
Gordon talked about the differences and similarities between working in the NHL and NFL. The biggest similarity is the hours. “It’s a grind. You work a lot of nights and weekends. For the Lightning, Gordon sold season tickets. Now with the Dolphins, Gordon is selling $100,000 suites and working with a $100,000,000 revenue goal. “The pressure is higher, expectations are higher.”
”The NFL has a lot of money and a lot of opportunity. It’s pretty exciting to be a part of.” Gordon shared some of his sales tricks with our grad students. “The biggest way to deal with objections is to get in front of them.” The key is finding what’s truly keeping someone from purchasing tickets or a suite, then analyzing the need of that person or company.
The follow up is the most important part of the sales process, according to Gordon. He emphasized how important hand written notes can be and finding ways to make clients feel cared for is. Doing your research on every prospect and making sure you understand their industry and culture is another trick. “I’ll never be a lawyer or a doctor, but you get the opportunity to interact with all these people and learn about their industry.”
”When you’re doing what you love, long days don’t feel like work. It’s been a fun challenge so far.”
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