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If you'd like to talk more about your specific ad sales issues and how we might help, give us a call. We can share more specifics about our program, expected results, as well as put you in contact with newspapers similar to yours that have used our program. With over 1,000 clients, odds are you already know someone who has used our services. McInnis & Associates 310 Sixth Street Greenport, NY 11944 Phone: (631) 477-2505 You can also e-mail us at mcinnis@ads-on-line.com Home | New Ad Rep Training | Live Ad Sales Training | Hire A Speaker | Bookstore | About Us | Contact Us

Newspaper Advertising Sales Training

Two courses that will get your newspaper advertising sales staff increase sales quickly and dramatically

Course 1: Response Oriented Selling ad sales course

A complete sales course for newspaper retail and classified display advertising salespeople, also involves artists, managers, and area businesses

Conducted live on-site at your newspaper or now live over the Internet

Over 400 newspaper-clients worldwide

Separate sessions for creative services department on how to support sales effort

Separate sessions for managers with attention to maximizing revenues and coaching

Separate sessions for the advertising community to roll out new strategic skills

Teaches advertising consultants a number of skills including:

Overcoming initial stalls and objections

Increasing the amount of time a prospective advertiser will give

Securing more and better information from the prospective advertiser

Creating ad strategies that result in a dramatic response the first time they're run

Closing without compromising ad size, frequency, or content.

Quickly eliminating other typical objections before they arise including:

Your newspaper doesn't work

Your newspaper's rates are too high

I have no money to run an ad in your newspaper

I have no time to run an ad in your newspaper

Your newspaper has too much/too little circulation

I'm happy with the other daily/weekly newspaper or other publication

I can't afford that spec ad's size

I can't run the spec ad at that frequency

I have no money

I don't believe the ad will work

Course 2: "Everything You Need to Know to Start Selling Newspaper Advertising Tomorrow"

Nearly 100 pages of training in all areas of newspaper advertising sales

Designed to help a brand new hire to take over a territory without revenue loss

Available in three formats:

Online course

Downloadable, customizable document

6-audiotape series

Used by leading newspaper groups in the US and abroad including:

Knight-Ridder

Community Newspaper Holding Inc. (CNHI)

Landmark Communications