Advanced Media Sales

Course Objectives:
Volume sales operations such as media sales can often suffer from a focus that relies too heavily on long-standing clients and either an inability or reluctance to seek ne- business opportunities. Additionally, ne- impetus is often required to re-focus the salespersons belief, confidence and enthusiasm for selling their product and services. This course examines different techniques and methods for dealing with client objections and demonstrates ways to re-inforce the features and strongly sell their products benefit in comparison to competitor products. Methods for targeting ne- business and developing ne- lead sources are also discussed.
Contents:
Delegates who attend this course will discover;
- Identify and maximise ne- sales opportunities
- Re-focus on your products key and unique selling points
- Establish and effectively communicate the benefits of your product in relation to the competition
- Turn the conversational spotlight from price to essential value creation.
- Take control of your negotiations in a wealth of respectful and irresistable ways.
- Unearth client's interests on all the vital levels
- Gain flexibility in responding to all customer objections
- Learn ho- to create empowering responses to the toughest objections
- Learn ho- beliefs are formed and ho- to transform beliefs with sophistication
Who should attend:
All experienced telephone and field executive media sales-people will benefit from attending this enjoyable and enlightening sales programme.
Course benefits:
Delegates will benefit greatly from the opportunity to discuss current objections and identify ne- methods of overcoming these barriers to sale. It is very easy in media sales to allo- price to become the focus of the sale. Delegates will benefit from examining methods in ho- to divert the conversation from price to creating essential value.
Additional information:
This course is ideal for all media sales people who would benefit from a fresh impetus and perspective in their job function. It is designed to re-instil belief, and generate greater levels of confidence in themselves and ultimately their clients by developing sales arguments that work.
Certificates:
All delegates who successfully complete this course will receive a certificate of attendance.
Trainers background:
The trainer for this course has worked with National and Local press for over 10 years and has extensive experience of selling to both regional and national advertising agencies and clients.