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

Why take my advice? Here's my background:

I graduated from an Ivy League school in 1984 and have been either selling, managing, consulting, or conducting training in the newspaper industry ever since.

I've sold advertising, trained, and managed ad staffs for a variety of small weekly newspaper groups. I've also sold major account advertising on New York's Madison Avenue for Newsday, a 750,000 circulation daily and a top-ten U.S. newspaper. My territory generated $2 million a year (a similar amount to what my former weekly newspaper group brought in altogether). Later, I became training manager there.

Along the way, I've taught hundreds of newspaper advertising salespeople at all levels to sell dramatically more advertising. In fact, I felt I was making enough of a difference with my training that 12 years ago I decided to start my own ad sales training company. The company is called McInnis & Associates and the course I created and teach is called Response Oriented Selling. I've taught it on-site at over 400 newspapers in the US, Canada, UK, Spain, even Bermuda and Barbados.

The course you're about to participate in is not the Response Oriented Selling program, which is conducted on-site at our clients' facilities (or live over the Internet in Webinars) and provides specialized skills to help newspaper ad salespeople at every level be more effective.

Everything You Need To Know To Start Selling Advertising Tomorrow has a different goal: to dramatically reduce the time between a salesperson being hired and that salesperson producing revenue in a territory. In fact, if you've been selling for a while, you might find this program too basic. If you haven't, we think you'll find it invaluable. Some of the largest newspaper groups in the country license this course for all their properties.

Hopefully, this program will keep your stress levels down, help you with the transition from new hire to productively managing your territory, and provide you with all the little tips and tricks that you'd only pick up after months, and sometimes years, in this industry. And above all, I hope this course will help you make lots of money.

OK, let's get started.

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