The Response Oriented Selling System¨ is a revolutionary new approach to selling advertising in the 90's. In the past three years this system has been put in place at over 350 dailies and weeklies worldwide. More than a simple "here today, gone tomorrow" training program, the Response Oriented Selling System¨ is a new system of ad sales, spec ad creation, and management coaching and follow-up that enables your department to dominate today's challenging marketplace. There's no one reason why the Response Oriented Selling System¨ has become so widely accepted. Here's why most choose us:
First and foremost, we've been there. Our experienced trainers have sold ads for the smallest weeklies and the largest dailies, and therefore understand the real selling frustrations the local ad salesperson faces. That's one reason we've succeeded where so many others have failed in properly applying the 30-year-old "consultative selling" tenets to the specific idiosyncrasies of newspaper ad sales. What other industry, for example, is selling a product that prospects aren't sure they'll even get? Most programs don't even recognize that.
Second, in an industry where there never seems to be anything new, even those seasoned reps and managers who feel they've "seen it all" find we indeed have built a better mousetrapÐproviding new ad selling techniques significantly more effective than "common knowledge". And our techniques are down-to-earth and easy-to-use, teaching your salespeople to devastate their prospect's most difficult objections without memorizing archaic terminology, applying pressure, or altering their personal styles.
Third, we provide integrated training for your salespeople, artists and managers to maximize their effectiveness as a team. Many newspapers switching to the "team" approach of ad sales hire us to ensure their new department structure pays off.
Fourth, we understand that change cannot take place simply by conducting a sales training seminar, no matter how good the techniques or the salespeople are. That's why a large part of the system involves working with and providing your managers with an effective management coaching and feedback system with custom software.
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