Newspaper Advertising Sales--Conducting The First Sales Call

Here's a video from one of my Presentation Packs on conducting the
first sales call on an RV dealer.

Every week I release a video series on how to sell a specific high-potential prospect. This one is the first of three videos on how to sell an RV dealer. These videos and associated examples, PowerPoints, and Keynotes are only for members of our Presentation Packs.

As you'll see, this approach refers to techniques from my Response Oriented Selling course, but regardless, this video should help ad reps recalibrate how they conduct a first sales call when selling print and Web advertising.

If you like this approach, join our mailing list and I'll notify you when I post something new. Don't hesitate to contact me for more information about helping your ad reps drive some serious print and online ad revenue fast.

Download our FREE 25-page e-book "The 7 Essential Elements Every Ad Sales Training Program Needs to Drive Major Revenue in 2015"

Newspapers who generate dramatic, sustained revenue increases from their ad sales training do certain things that the less successful ones don't. I've witnessed this firsthand while working with over 1,000 publications throughout the years.

They've figured out the secret to making any training program drive major revenue is to follow 7 essential steps that are both easy and powerful.

I've put together a free, 25-page e-book to share these secrets. They'll ensure your next training initiative--either your own or one you bring in--is an unprecedented success.

View and download the FREE e-book

Newspaper Advertising Sales Training

Two courses that will get your newspaper advertising sales staff increase sales quickly and dramatically

Course 1: Response Oriented Selling ad sales course

A complete sales course for newspaper retail and classified display advertising salespeople, also involves artists, managers, and area businesses

Conducted live on-site at your newspaper or now live over the Internet

Over 400 newspaper-clients worldwide

Separate sessions for creative services department on how to support sales effort

Separate sessions for managers with attention to maximizing revenues and coaching

Separate sessions for the advertising community to roll out new strategic skills

Teaches advertising consultants a number of skills including:

Overcoming initial stalls and objections

Increasing the amount of time a prospective advertiser will give

Securing more and better information from the prospective advertiser

Creating ad strategies that result in a dramatic response the first time they're run

Closing without compromising ad size, frequency, or content.

Quickly eliminating other typical objections before they arise including:

Your newspaper doesn't work

Your newspaper's rates are too high

I have no money to run an ad in your newspaper

I have no time to run an ad in your newspaper

Your newspaper has too much/too little circulation

I'm happy with the other daily/weekly newspaper or other publication

I can't afford that spec ad's size

I can't run the spec ad at that frequency

I have no money

I don't believe the ad will work

Course 2: "Everything You Need to Know to Start Selling Newspaper Advertising Tomorrow"

Nearly 100 pages of training in all areas of newspaper advertising sales

Designed to help a brand new hire to take over a territory without revenue loss

Available in three formats:

Online course

Downloadable, customizable document

6-audiotape series

Used by leading newspaper groups in the US and abroad including:

Knight-Ridder

Community Newspaper Holding Inc. (CNHI)

Landmark Communications

Leading newspaper advertising sales training firm specializing in basic and advanced training for retail and classified display advertising departments, conducted both on-site and now live over the Internet