Can't Teach A Kid To Ride A Bike At A Seminar
If you don't have $4,500 to take Sandler's
general selling course, you can get the new book that
Not that it's a substitute for our
newspaper-specific course, but it gives some great
tips on how to turn the tables on any sale and
get the customer to ask you for the sale. Find out more
about this book and buy it here.
Make your accounts think you've been
in the advertising business longer than you have, and
you might convince an account or two to get rid of that
ugly reverse or to increase their ad size big enough
to make the type legible.
"Ogilvy on Advertising" will give you instant
advertising experience. Though it deals with more branding-
based advertising than local advertising, it's full
of ways to increase response of your ads.
Find out more about this book and buy it here.
to Master the Art of Selling
I brought my Newsday staff to his
live seminar which was a lot of hype and a little disappointing,
but his book is incredible. As far as providing
general sales techniques, the information in this book
rivals the best general sales courses I've taken (and
I've been through the best). Covers just about
every aspect of sales. I used to use it in staff
meetings and required every new salesperson to buy one.
A great book! Find out more about this book and
order it here.
Winning Ads For Real Estate
To be honest, we haven't read this
one, but with so many ads you'd think that a few of
them would be worthy of incorporating into a spec ad
presentation to a current or potential real estate advertiser.
And with Amazon.com's return policy, you can always
send it back if it's not helpful. Find out more
about this book and order it here.
The Speed of Change in the Connected Economy
friends with stories about how the Internet has and
will continue to change the way people do business.
It's not the changes that are the problem, it's the
how fast the changes keep changing. Who knows,
it might give you good ideas about what to do after
your newspaper stops publishing on paper. Some great
case studies. Find out more about this book and order
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
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:
Downloadable, customizable document
Used by leading newspaper groups in the US and abroad including:
Community Newspaper Holding Inc. (CNHI)
Response Oriented Selling. Newspaper Ad Sales Training.
Newspaper Advertising Sales Training. Ad Sales Training. Retail Advertising
Training. Retail Advertising Sales Training. Classified Advertising Sales
Training. Training for New Ad Reps. Training for Newspaper Ad Reps. Training
for Newspaper Advertising Reps. Training for Newspaper Advertising Salespeople.
Advertising Effectiveness Training for Newspapers. Newspaper Advertising
Sales Seminars. Newspaper Association Speaker. Newspaper Association of
America. International Newspaper Marketing Association. Response Training
for Newspapers. On-site training for Advertising Representatives. New Ad
Reps. New Advertising Salespeople. Magazine Advertising Sales. Newspapers.
Magazines. Shoppers. Pennysavers. Daily. Weekly. Dailies. Weeklies. Publications.
Leading newspaper advertising sales training firm specializing
in basic and advanced training for retail and classified display advertising
departments, conducted both on-site and now live over the Internet