The Sales Call Introduction Consultative selling Sales call structure Introduce yourself Lowering resistance Explanation of products Asking questions Back at the office The second call Smoke objections Straightforward objections Second call objections 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

So let's go over the different things you'll be doing and then get into detail on each one on the following pages.

On the first sales call, you'll have a few things to do. First, you'll need to introduce yourself. Second, you'll need to stop the potential advertiser from thinking about how to get rid of you. Third, you'll want to give them a quick summary of what publication you're with. Fourth, you'll need to ask a lot of questions about their business, competition, and target customers. And lastly, you'll want to get them to agree to another meeting where you can present your recommendations.

Then you'll go back to the newspaper, come up with a strategy, and return and present it on the second sales call. The presentation would involve reviewing the information the account gave you during the last meeting and explaining why the newspaper and the ad you're recommending is effective. The account would then share his concerns, or objections, and you'd respond to them and hopefully get him to run.

I know that seems like a lot of things to do, but it's not has hard as it looks. If you perform each step correctly, the entire process will be relatively stress free, as if you're simply discussing a way for the advertiser to increase his business. Even better, you should make the sale the vast majority of the time, especially if you're going after the right accounts.

So let's go through these steps and I'll explain everything you need to say and do.

Next: The first sales call: Introduce yourself