"Thanks to McInnis' Webinars, we were able to put them
through top notch training at a price we could afford..."
Straus, Straus Newspapers (see Jeanne's complete feedback below)
" For a long time we've searched
for a sales trainer who understood what good local newspaper
salespeople go through
on the ground. We wanted someone who had real-life, applicable
solutions that would work.
Bob McInnis' Response Oriented Selling program is the real
thing. We heard McInnis speak at a New York Press Association
convention a few years ago and were wowed. We implemented
a lot of what
he preached and wanted him to come in and teach us more.
But we couldn't afford him. Now we can!
Thanks to McInnis' Webinars,
we were able to put them through top notch
training at a price we could afford. McInnis' sales system
works -- it's the right approach to local newspaper sales
for the new millennium. Call me if you have more questions."
--Jeanne Straus, Publisher, Straus Newspapers,
"Our sales reps were
more engaged and responsive during their live on-line training sessions with
Bob than with any other sales seminar they've attended. Bob's response oriented
sales training has provided our team with a deceptively simple, but powerful
tool to deal with objections, while helping our advertising clients get the results
they really want. This course is a great investment for any publisher or ad director."
--Andy Dudzik, Publisher, Santa Fe Reporter,
Santa Fe, NM
Take an award-winning ad sales course
that until now was affordable to only the largest dailies.
Combine it with the latest Web conferencing technology.
is a highly effective training program delivered live online
that's within the budget of any size publication.
you're an ad manager with a small sales staff, are based
outside of North America, or have an advertising sales staff
spread out over two or more offices,
you now have the option of participating in our Response
Oriented Selling program live over the Internet.
We'd be happy to give you a demonstration
of our course.
You'll be surprised how easy, effective, and affordable this
option can be. Just give us a call at (631) 477-2505.
What Do You Need To Participate?
An Internet connection, a computer, and a separate
for the audio portion.
you register, you'll receive an email confirmation with all the details you'll
need to participate.
You Attend This Seminar?
1,000's of newspaper advertising departments have
Response Oriented Selling course
to dramatically increase
their ad sales.
You'll learn simple but effective ways to eliminate upfront
and objections, get the
information you need from your prospects, create consistently
strategies, make flawless presentations, and effectively
overcome size, frequency, content, and rate objections
without ever feeling like you're selling.
Who Should Attend?
Inside and outside retail display, classified automotive,
real estate, and recruitment display salespeople are the best
candidates. Advertising salespeople of all levels have benefited
from this course. That's because the specific techniques are
very different from what an advertising representative would
have been exposed to previously, even though we teach our
approach within the consultative selling framework.
What Publications Have Participated
In This Course?
Publications of all sizes have participated in the Response
Oriented Selling course. Major metro newspapers such as
the Providence Journal, Hartford Courant, Cincinnati Enquirer,
Honolulu Advertiser, and Tulsa World use the Response Oriented
Selling techniques, as do countless dailies in smaller markets.
Many weekly newspaper groups use our techniques as well, including
Community Newspaper Company, with 106 weeklies, dailies, and
shoppers. Having conducted this course at over 400 publications,
you probably know some of our clients personally.
How Is Response Oriented Selling
Different From Other Ad Sales Approaches?
to our customers, other programs tend to get bogged down
with the mechanics of consultative selling, analyzing customer
personalities, and other general sales theories, failing to
provide ad reps with the specific, practical tools needed
to be truly consultative and change the critical belief behind
nearly every prospect's decision not to run: "I don't
believe the money I'll spend with your publication will provide
a worthwhile return."
In a time when both advertisers and salespeople
alike find advertising unpredictable and unreliable, proving
advertiser will get a strong response is impossible using
traditional sales techniques. The problem is compounded
by the fact that advertisers hold
their own, often faulty,
advertising approaches. They incorrectly blame
their lack of response on your newspaper's ineffectiveness
and high rates. Their misconception that advertising is
a subjective process--leads them to believe that their approach
is as valid as any other,
and advice to the contrary is taken as an insult to their
Response Oriented Selling teaches advertising
salespeople how to easily eliminate these problems head-on,
making every sales call more effective and making the idea
of cold calling much more attractive. You
can watch a movie about
our course and download a brochure in
PDF form as well.
How Is This
Online Course Different From The Live Response Oriented
With a Webinar, the learning experience differs little
from the live version. You'll see the same presentation materials
you'd see in the
live course. You'll hear, Bob
McInnis, the same instructor who conducts the
on-site version, saying the exact same things. Even
the workshops are similar.
How Long Is
Our standard online course takes place during two full-morning
sessions. Target account sessions
with each salesperson on an actual presentation), designer
training, management sessions, and advertiser sessions are
Can You Conduct
The Program Online Privately For One Publication?
Absolutely. We can work around your deadlines and within
your budget to create a customized program to meet your needs.
Call Bob McInnis for more information at (631) 477-2505.
Can I See A Demo Of The Course
And The Presenter's Style?
Sure. Call us at (631) 477-2505 to set up an online demo.
You can also email firstname.lastname@example.org.
us for more information, but no matter what your
budget, we'll come up with a configuration that provides more
value than any other training option.