How newspaper ad sales reps can eliminate upfront stalls and objections скачать в хорошем качестве

How newspaper ad sales reps can eliminate upfront stalls and objections

In this video, I share a little piece of my print and online newspaper ad sales course where I explain how to eliminate all those upfront stalls and objections ad reps have so much difficulty with in the first 30 seconds of a cold call. Objections such as "I have no money", "Your newspapers don't work", "You're too expensive", "We're in a recession", "Print is dead", and "You don't have enough circulation" are covered. It was created to help coach members of my Presentation Pack service. In it, I'll mention next steps (like teaching the Response Model) which I don't get into here, but whatever you do next, this should help a lot. It's all about shifting the discussion from what the prospect is telling you (like "I have no money") over to what he's really thinking ("I don't think you're here to make me money"). It works almost every time with virtually every objection. Good luck and check out my Web site at www.ads-on-line.com for more information and my blog at www.newspaperadsales.com for lots of case studies, inspiration, and encouragement.