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

Unless you're an inside sales rep who sells primarily over the telephone, you'll find that the term sales call has nothing to do with making a telephone call. The phrase calling on your accounts almost always means going out to a place of business to begin or further the selling process. This chapter will give you a good overview of current sales theory as well as step-by-step advice on how to successfully move through the ad sales process.

Some salespeople still believe that a successful approach involves launching into a sales pitch shortly after meeting the prospect, applying pressure, and many repeated "how about now?" visits.

This, like anything, works sometimes, but creates bad feelings, raises a tremendous amount of resistance, and the presentations are never all that customized to meet the needs of the prospect. It also makes the ad rep's job stressful.

By the late 1950's, a better way of selling was developed. That's when a professor came up with the concept of consultative, needs-based selling. IBM and Xerox first embraced this style of selling and they became huge successes with it. Now, well into the 21st century, almost every sales training program out there, and almost all books written on sales, use the consultative selling approach as the framework of their selling philosophy, simply because it works.

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