Welcome! Introduction My first day Course structure My background The fastest way to increase sales! Participate in this award-winning, newspaper-specific ad sales course on-site or in a Webinar.  • Get past upfront stalls and objections without any pushing  • Make the account believe he really needs you  • Get better information from your prosepct  • Develop quick ad strategies that work the very first time  • Eliminate size, frequency, content, cost and most other objections before they ever arise  • Get dramatic responses for all kinds of advertisers  • Never have to push an advertiser to run again click here

When I landed my first job selling advertising for a small group of newspapers about 20 years ago, like many salespeople I was given two things--a territory that had been unattended for a while, and an apology for there not being enough time to train me.

"I wish we had more time," my manager told me, "but your territory has already been without a salesperson for too long, we've got a big special section due at the end of the week, and I'd really like you to sell some of the businesses in your territory into it."

I was completely overwhelmed. "Sell advertising?" I thought. "How can I even think about selling anything when I have no idea how to read a rate card, what sizes advertisers can run, how to reserve the ad, how to design and produce the ad, when the deadlines are, and why businesses should be running in our paper in the first place?"

Like most new ad salespeople, I fended for myself and after a number of months and help from patient co-workers (and many, many, mistakes), I finally felt sufficiently comfortable with all the different parts of my job to finally start reaching the goals my manager had set for me.

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