Sales Training

Why a Client-Centric Approach is More Persuasive 1

This entry was posted in Advertising Sales Blog Media Sales Sales Tips Sales Training and tagged Sales Persuasion on by

Client-centric selling means building your sales argument from an agreed upon assumption. If the client or prospect doesn’t agree with the assumption that your persuasion is based upon, then why would they agree with your conclusion?

When you are selling advertising, start your conversation with your prospect by asserting what you know about their business, and what you believe they need. If you are right, they will agree and tell you more. If you are wrong, you need to know that. If you are well-prepared they will be impressed with your knowledge, and listen more attentively.

Are You Spending Enough on Ad-Sales Training?

This entry was posted in Advertising Advertising Sales Integrated Media Media Sales Sales Management Sales Tips Sales Training and tagged Ad-Sales Compensation on by

As a media company manager, you talk all the time about how fast the media business is changing around you. Do you spend enough on helping your sales force stay up-to-date with new media, and new tactics to win in todays hyper-competitive advertising sales market? US companies spend 1.75% of sales compensation on training. That would translate to $1,750 annually for a $100,000 a year sales executive.

Research Says Persistence Pays

This entry was posted in Ad-Sales Negotiating Advertising Advertising Sales Blog Media Sales Sales Sales Management Sales Tips Sales Training and tagged Ad-Sales Persistance on by

Research shows that persistence pays. Research targets were more likely to respond to requests affirmatively than expected by the requesters, and being told “no” by a target may increase their likelihood to say “yes” to the same request later.

What is Ziff-Davis Structured Selling Ad-Sales Training?

This entry was posted in Advertising Sales Blog Media Sales Sales Sales Tips Sales Training and tagged Structured Selling for Ad-Sales on by

Ziff-Davis is legendary in the magazine industry for it’s dedication to sales training and in particular for the structured selling approach it demanded of its sales people. Establishing shared agreement to a set of assumptions is the only way to persuade using logic. And logic, not likability, not sincerity, not guilt from accepted favors, is the only portable form of persuasion that allows a sales prospect to persuade their own superiors to support the purchase of media.

Facetime is Money: How To Get More Facetime With Ad-Sales Prospects

This entry was posted in Advertising Sales Management Media Sales Sales Sales Management Sales Tips Sales Training and tagged Advertising Sales Training Appointments Getting Appointments How to Sell Advertising Selling to Senior Management on by

Dr. Arvey uncovered research attesting to the benefits of face-to-face meetings while preparing a report: “Why Face-to-Face Business Meetings Matter.” Studies indicate 85 percent believe face-to-face meetings are more likely to result in breakthrough thinking; and 82 percent believe that meetings bring out the best in people.

Voice Mail, Wherefore Art Though Voice Mail?

This entry was posted in Advertising Sales Blog Consulting Media Sales Sales Tips Sales Training and tagged Advertising Sales Training Appointments Cold-calling Getting Appointments How to Sell Advertising on by

Getting ad-sales appointments for in-person or virtual meetings on the phone and/or online is the key first step. Without voice mail we’ll need new tactics.

How to “Show Up” to Make More Advertising Sales

This entry was posted in Advertising Advertising Sales Blog Media Sales Sales Tips Sales Training and tagged Ad Sales Preparation Ad-Sales to Clients Advertising Sales Training Cold-calling Getting Appointments How to Sell Advertising How To Sell Print Advertising Selling to Senior Management on by

Woody Allen said 80% of success is showing up. When it comes to successful media selling that is a good place to start. And it’s harder than ever to “show up.” Prospects don’t call back, or say they don’t need to see you. Client-side contacts say to see the agency who you already know hasn’t called back for weeks. How can you “show up” in our fiercely competitive world of media sales?

The Most Difficult Objection: “I don’t need to see you.”

This entry was posted in Advertising Blog Consulting Media Sales Sales Tips Sales Training and tagged 10-Minute Sales Call Advertising Sales Training Cold-calling Deliver Value in Ad Sales Calls How to Sell Advertising Objection Handling Overcoming Objections on by

All this is a preamble to this simple point: You better have a really good message when you ask for an appointment. If it works, you’ll win more appointments and ultimately win more business. If your message is so-so, you and your property will stay in the mental “circular file.”

How to Sell Advertising at Trade Shows

This entry was posted in Advertising Sales Blog Management Media Sales Sales Management Sales Tips Sales Training and tagged Ad Sales Preparation Ad-Sales is B2B Sales Ad-Sales to Clients Advertising Sales Training How to Sell Advertising Selling to Senior Management on by

Attending and utilizing tradeshows for sales is a key skill for almost every kind of advertising sales person. If you sell national trade advertising, the trade shows in your industry are a key source of content and of leads, as well as a place to meet your prospects. If you sell local TV or radio or newspaper advertising attending the local “home-show” will be a source of leads and a great place to chat up potential customers.