||Hear Bob McInnis talk about how his course eliminates the two biggest roadblocks your ad reps face selling print and Web advertising
Is the Response Oriented Selling system?
Response Oriented Selling is an award-winning ad sales training course and selling
system in use at newspapers across the U.S., Canada, and the U.K. to drive quick and dramatic ad revenue,
from many of the largest daily metro newspapers to smaller weekly and monthly
publications. More than 1,000 newspapers currently use the techniques.
It enables your advertising salespeople
to eliminate the roadblocks that get
in the way of advertisers running,
and at the right size and frequency.
The full course involves separate sessions for your salespeople,
managers, artists, and prospective advertisers, as well as one-on-one target account sessions conducted via the Web. For smaller publications, the course is conducted over the Web in a more affordable configuration. Paired with our inexpensive Presentation Packs, which provide fully fleshed out presentations along with a series of coaching videos--a different category and videos every week--the results are immediate and dramatic.
The course can be conducted live at your newspaper or in Web meetings.
If your prospective advertisers complain
that your rates are too high, if you're in a competitive
market, experience too much account churn, your advertisers
are running too small or infrequently, dissatisfied with
their response or guidance from their ad reps,
then this course is for you.
being said about this course from the publisher of USA Today.
What Will Response
Oriented Selling Teach My Staff?
Your advertising sales staff will learn simple but powerful
ways to eliminate up front stalls and objections, get the
information they need from their prospects, create consistently
effective ad strategies, make flawless presentations,
effectively overcome objections, and in the end, get the advertiser to do what you and your ad reps know they should be doing to succeed, even when they originally swore they had no money. Here's a full outline.
With our unique skills, your ad staff will
be able to eliminate these objections within the first
two minutes of a sales call, including objections associated
rate, ad size, frequency, and response without doing anything
that feels like selling.
Each salesperson will learn how to move
forward to develop an exceptional strategy and make a case,
beyond a shadow of
a doubt, why their recommendation will get a strong response
the very first time the ad runs.
Your salespeople and artists will also
gain the analytical and strategic skills to deliver these
exceptional results consistently over time, no matter what
type of account they're working with.
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 will benefit
from this course. That's because while we teach our approach
within the consultative selling framework, the specific techniques
are very different from what an advertising representative
would have been exposed to previously.
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, the Anchorage Daily News, and the Oregonian 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 1,000 publications,
you probably know some of our clients personally.
Response Oriented Selling Differ From Other Ad Sales Approaches?
Other programs tend to get bogged down only with the mechanics
of consultative selling, analyzing customer personalities,
and other general sales theories, failing to also provide ad reps
with the specific, practical tools needed to change the critical
belief behind nearly every prospect's decision not to run:
"I don't think the money I'll need to spend with your
publication will provide enough of a return to be worth it."
In a time when both advertisers and salespeople
alike find advertising unpredictable and unreliable, proving
that an advertiser will get a strong response isn't as easy
as it sounds. This problem is compounded by the fact that
advertisers hold tightly to their own, often faulty, advertising
approaches and take any advice to the contrary as a personal
criticism. Their misconception that advertising is an art
form--and therefore a subjective process--leads them to believe
that their approach is as valid as any other, incorrectly
concluding the fault is with your newspaper's high cost/low
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.
Your ad sales staff will quickly see that program creator and instructor, Bob
McInnis, is one of them,
understanding their unique challenges, and offering new, practical techniques
their toughest challenges. He presents his material in a warm, down-to-earth,
entertaining manner that salespeople of all levels can identify with.
talk to our clients, they'll tell you Bob creates a nurturing
environment where salespeople
and practice the new techniques without fear of
looking bad in front of their peers or managers.
They'll also tell you how relieved they
and their staff were to find no condescending tones and intimidating
tactics that other trainers sometimes use to discourage dissension
and mask weaknesses in content.
How Long Is
Our full course, which the majority of daily newspapers over
10,000 circulation choose to implement, involves two morning
sessions for the sales staff as well as remote online one-on-one
sessions in Web meetings later in the month where the techniques
are applied to each ad rep's accounts. Other sessions for
managers, artists, and prospective advertisers round out the
course. We also have other configurations for smaller publications
that involve anywhere from a half-day online to two or three
days on site. We're flexible.
We're a small
publication. Can I share training and fees with another
Absolutely. We can work with two or more publications in a centralized meeting
place to reduce costs, and the split doesn't have to be necessarily even. For
example, one newspaper may elect to just participate in the two-morning "core" sales
training and the management session, while the other publication may elect
to also conduct an advertiser seminar. If you have a limited budget, our training
over the Internet option with online conferencing is a great alternative
and exceptional value.
Booking and Registration
We are a small training and consulting firm and our availability is relatively
limited. Although we may have openings one or two months out from your
booking inquiry, we recommend reserving dates as far in advance as possible.
Call (631) 477-2505 for more information or email email@example.com.
While we're not inexpensive we drive ad sales fast. Stil, we routinely create configurations
that fit in with any budget, even if it's a very
small weekly, daily, or monthly newspaper or magazine. Our
live online version is even less
expensive and an excellent alternative for those with little
or no budget. With either version,
we'll come up with a configuration that provides more value
than any other training option and an instant return to offset
the costs. Contact
us for more information.
Where Can I
Get More Information?
Call Bob McInnis at (631) 477-2505 or email firstname.lastname@example.org.
a brochure in PDF format. It describes each part
of the program in detail, tells you more about us, and
shares feedback our clients have provided. Even beter, give us a call and we can get you in on a demo of some of the actual techniques. We believe they speak for themselves.