|Here's how to overcome virtually every upfront stall and objection your newspaper ad reps get and why they should resist just answering the objection they're presented with
|Here's a great video to play at your next advertising sales meeting. It shows ad reps how to eliminate virtually every upfront stall and objection they're getting in those first 30 seconds of a cold call (which often discourages them from making more cold calls).
Objections include "I have no money", "my budget is all set", "we're in a recession so I can't advertise", "I have no time", "print is dead", "you don't have enough circulation", and "your newspaper doesn't work for me".
It's a little piece of the course I posted for my Presentation Packs members, so I refer to later steps in the selling process I teach (like the Response Model), but this'll help your ad reps no matter what they do next.
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Newspapers who generate dramatic, sustained revenue increases from their ad sales training do certain things that the less successful ones don't. I've witnessed this firsthand while working with over 1,000 publications throughout the years.
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Newspaper Advertising Sales Training
Two courses that will get your newspaper
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Over 400 newspaper-clients worldwide
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Overcoming initial stalls and objections
Increasing the amount of time a prospective advertiser will
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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
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Nearly 100 pages of training in all areas of newspaper advertising sales
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Community Newspaper Holding Inc. (CNHI)
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