I’ve been selling media for over 30 years, spanning print, digital, and everything in between. One constant remains: sales success relies on preparation, persistence, and relationships. What’s changed, however, are the tools at our disposal. I remember when research meant digging through competing media manually. Now, AI performs in minutes what took hours, not replacing us, but enhancing our edge—helping with preparation, adding value, and closing more deals. Recently, I’ve shared how to integrate AI into your sales process. This month, I’m summarizing key AI prompts to boost your proposals, presentations, and close rates. Think of these prompts as modern sales scripts—the better crafted, the more precise and useful the results. **Pre-Meeting Research** In today’s fast-paced environment, understanding your prospect’s company, digital presence, and weaknesses is crucial. Try these: - “Research [prospect company name]. Summarize their website quality, mobile optimization, SEO, Google Business Profile, and social media engagement. Highlight weaknesses or missed opportunities to mention in a call. ” - “Summarize the top five digital marketing trends for [industry] in [city/region] in 2025, with examples of local businesses successfully using them. ” - “List three innovative advertising strategies that worked for [industry] in cities similar to [client’s city], explaining why they succeeded. ” This gives you valuable insights to start conversations informed, not blind. **Customer Persona and Competitive Intelligence** You can’t sell effectively without knowing your customer and competitors. Use prompts like: - “Build a customer persona for a local auto dealer ([website]) seeking more leads.

Include demographics, purchase motivations, online behaviors, and pain points. ” - “Identify the top five digital touchpoints for reaching [target audience] and explain their influence on purchasing decisions. ” - “Analyze the online presence of these competitors: [Competitor 1], [Competitor 2], [Competitor 3]. Review websites, social media, search ads, SEO, and content strategies. Summarize strengths, weaknesses, and opportunities for [client]. Focus on website quality, SEO, paid ads, and reviews. ” This intelligence elevates you from vendor to trusted advisor. **Proposals, Storytelling, and Objections** Many proposals feel impersonal—what wins deals is storytelling. AI can help: - “Turn these bullet points into a compelling proposal section explaining how this campaign meets client goals: [bullet points]. ” - “Rewrite this service list as a persuasive story showing the client’s journey from current state to desired result: [list]. ” - “Explain this marketing plan in plain language so non-marketers see its value: [plan]. ” - “Draft a proposal narrative where the client is the hero facing marketing challenges; position me as the guide offering a clear, measurable plan. ” Uploading your outline makes AI’s output even more tailored, embodying the hero’s journey. **Handling Objections** Common objections like “Too expensive” or “We tried digital and it didn’t work” can be anticipated and rehearsed with AI: - “List top five objections a [business type] owner might have to a [budget] ad campaign, with concise rebuttals. ” - “Write a rebuttal using data to a client who says: ‘I tried Facebook ads before and they didn’t work. ’” - “Create a confident response to a client claiming their budget is too small for multi-platform advertising. ” - “List common small business objections to digital ads and provide empathetic, value-focused responses. ” It’s like having a sales coach at your fingertips. **Final Thoughts** When I began, I carried rate cards and spec sheets; today, I carry prompts. AI won’t build rapport or shake hands—that’s our job—but it makes us faster, sharper, and better prepared. Use these prompts as your new playbook: test, adapt, and personalize them. Share your wins with me on LinkedIn—I’d love to hear your stories! In the end, sales hasn’t changed: it’s about solving problems, building trust, and closing. AI just offers a smarter path. I’ve also created a free resource compiling top media sales tools and proven prompts for every sales stage. Find it here.