Sales

The Trust Factor

If building relationships is the key to advertising sales success, then trust is the foundation. Ask any top advertising sales performer what is their success and you’ll hear that building trust is absolutely vital in their relationship with customers. But how do you build trust? Trust is built over time and is all the little …

The Trust Factor Read More »

Technology doesn’t make up for poor salesmanship

In today’s print media trade publications, the pages are hot with articles about new technology. Everyone is racing to out-do each other with the latest technological gimmicks. But in this business world that’s changing rapidly, there is still the overwhelming need for advertising salespeople who are innovators and problem solvers. The publication salesperson who can …

Technology doesn’t make up for poor salesmanship Read More »

Power Selling sentences For Advertising Salespeople That Work

In sales training for publication salespeople, there is always the obligatory closing techniques which  are sometimes mind boggling and at times hard to remember, especially when the prospect continues to be in denial of the publication benefits after a thoroughly wonderful presentation. Some of the important points of closing techniques can be described in the …

Power Selling sentences For Advertising Salespeople That Work Read More »

Understanding the customer is key to building the right ads

Even in today’s amazing technology, there remains a classic, time worn problem. How are the advertising materials organized and communicated between the client, the salesperson, and the graphic artist? More specifically, how are presentation layouts presented back to the client? The answer: usually not well organized. But to solve the problem, let’s take a few …

Understanding the customer is key to building the right ads Read More »