1. At the beginning of the first sales call, right after you introduce yourself and your newspaper, you should immediately:

Give the retailer a newspaper and take him through the media kit
Try to stop the retailer from thinking about getting rid of you
Pull out an ad you've designed in advance

 

2. Check all of the reasons why the 2-step consultative selling process may
be a better way to sell most of your accounts:

Lowers resistance because doesn't feel like you're trying to sell him right away
The process of asking questions and listening helps in building relationships
You can run in quickly and pick up any ad the account tells you to run
You can create a custom presentation based on account's specifics