September 2017

September 19 and 26


Ensure your staff has all the tools and techniques for your best year ever at pricing based on your size publication.


  • Two 2-hour ad sales Webinars
  • Once-a-week ready-made spec ad presentations
  • 100+ ad sales training videos for a year
  • 150-page new hires course



Our Ad Sales Master Class September 2017 is a two-webinar ad sales course combined with 46 once-a-week training video sets and spec ads that'll help ensure your ad reps maximize their territory's revenue this year and into next.


Based on our flagship, award-winning Response Oriented Selling program we've conducted on-site for over 1,000 newspapers, the September 2017 Master Class starts with a not-too-demanding set of two 2-hour Webinars in September that pack in the tools and techniques that make our course so popular and effective at driving revenue.


Pricing varies depending on publication size, but all receive many of the same components of our award-winning course:


Three 2-hour ad sales webinars
Spread over three sessions in September, ad reps will learn completely new and improved ways to handle every part of the sales process from identifying leads to cold calling to making winning presentations, closing, and follow up. Topics include:


Cold Calls Made Easy

  • Identify high potential advertisers
  • Overcome initial objections
  • Prove you’ll deliver a response
  • Retrieve key pieces of information

Becoming A Response Partner

  • Master a new system of ad strategy creation
  • Analyze a prospective advertiser’s business, products, competition
  • Transform information into an effective ad strategy


Making Flawless Presentations

  • Get agreement that your publication is a good fit
  • Get buy-in on account analysis
  • Get buy-in on the effective advertising techniques used
  • Prove the proposed recommendation will work
  • Foolproof closing


Selling Ad Size And Frequency

  • Determine the precise ad size for each advertiser
  • Sell the ad size the account needs for response
  • Determine the best frequency/impressions for each advertiser


Selling Digital Products

  • Create effective digital advertising
  • Conversion architecture: converting online visitors into customers
  • Maximize the client’s digital presence


Overcoming Objections

  • Your rates are too high
  • Reduce the ad size
  • The other publication is cheaper
  • The other publication works better
  • Your print and online display ads don’t work
  • I can’t run that frequently/that many impressions
  • I have no money
  • I have no time
  • You don’t have enough circulation
  • You have too much circulation
  • I only run with the big daily
  • I only run with the weekly
  • I just do pay-per-click
  • My budget is already allocated
  • Change the ad (for the worse)
  • Participants can bring their own to discussion


Special Considerations: Automotive Dealers and Real Estate

  • Selling these difficult categories
  • Significantly improving response rate



I wanted you to know I just made a $3,900 sale to an RV dealer using the RV Presentation Pack and your one-on-one coaching. Thanks for all your help.

          – Danny Patrick, Coastal Angler Magazine


A year's worth of once-a-week Presentation Packs (ready-made presentations and coaching videos)

Let your ad reps look over my shoulder while I research, create, and execute a different presentation each week, walking them through each step and explaining exactly how to make the sale. Each week, your staff gets an email giving them access to coaching videos explaining each stage of the sales call (informational, creating the presentation, and a role play of the final presentation). Plus how to sell the digital version, selling long copy ads, ads with lots of selection and price, and all sorts of other specialized videos on various parts of the sale.


The key things the ad rep needs to do at each stage are spelled out in detail, based on my personal successes presenting very similar ads directly to my clients' prospects.


"We sold our very first Presentation Pack to a kitchen remodeler. A 4 col x 16" ad for 13 weeks! This advertiser hadn't been interested in running but we followed the Bob's process, getting the prospect to visualize the ad before showing it to him and he signed without a single objection."

          – Michelle Robinson, The Post Register, Idaho Falls, ID


Your ad reps get to look over my shoulder and see exactly how I did my homework, analysis and conducted every step of the sales call with each presentation.


Our first Presentation Pack we presented was the chiropractor one. We sold a $25,000 contract. The advertiser loved it! Keep setting us up and we'll keep knocking them down!

          – Bee Publications, Amherst, NY


So, now you can have access to a suite of live and video-based training and sales tools that previously were only accessible to our larger daily newspaper clients (like the Hartford Courant, Cincinnati Enquirer, Oregonian, and Honolulu Advertiser).



150-page new hires course

Your membership also gains you access to an approximately 150-page course that gives your team everything they need to start selling advertising tomorrow, saving you hours (if not days) sitting with an ad rep going over all the intricate details of their new profession.


The 10 chapters include familiarizing the new ad rep with their publication and various departments, approaching a new territory, ad layout, reading a rate card, reserving space, creating spec ads, calling on new accounts, selling their various products, territory management, conducting the first and second sales calls and overcoming objections.


To be clear, this new hires course will get ad reps near the level of their competitors, but it won't provide the same approach as our Response Oriented Selling course that'll be rolled out in this master class, which takes their selling abilities to a much higher level. Still, the new hires course is an excellent way to help an ad rep at least stabilize a new territory fast and it's included in the package.


We sold three different chiropractors a full-page contract as well as three realtors on a full-page yearly contract using the Presentation Packs

          – Coeur d'Alene Press, Coeur d'Alene, ID



I just sold a local brewing company on a 6 col x 8" ad every week. This was a pure McInnis sale!

          – Shannon Oseen, Post Register



Option for live presentations to a specific account and prospective advertiser seminars

Need more help? For a small additional fee, we can work with your prospects one-on-one to help sell contracts for you via a Web meeting. We can even conduct general prospective advertiser webinars where we show them how to succeed with your publication, both in print and digital, sponsored by your newspaper.


Today I sold a $13,000 contract to a restaurant with your training and the restaurant Presentation Pack. Thanks Bob!

          – Dustin Patte, Ithaca Times





We price our services based on the value that various-sized publications will receive. Private sessions are also available.


15,000+ circulation daily or 50,000+ weekly: $11,995

10,000 - 15,000 circulation daily or 30,000 - 50,000 weekly $7,995

5,000 - 10,000 circulation daily or 15,000 - 30,000 weekly $2,995

2,500 - 5,000 circulation daily or 10,000 - 15,000 weekly: $1,195

Under 2,500 circulation daily or 4,000 - 10,000 weekly: $895

Under 4,000 weekly circulation: $695


If you're interested, you can read more about this approach, watch Bob in action, or contact us to talk more.

Everything your ad reps need to make their

end-of-year selling season the best ever

ABOUT THIS SITE  |  This site is the home of Bob McInnis' Response Oriented Selling newspaper ad sales training program. It also shares a number of insights as well as offers a basic new hires program for brand new ad reps just looking to stabilize their territory.


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