Magazine Advertising Sales Training: Turn Cancellations Into Renewals

Cancellations and non-renewals are a downer... but a fact of life. Here's the problem... if you haven't asked great questions at the beginning of your sales process, now you have to hope you can... which is the main reason to get all this information in the first place.  But, ok, let's get back to trying to save what might be lost.

Instead of calling and telling them why they should stay with you, you need to find out what's important to them.  In order to know WHAT to tell them, you have to know what their hot buttons are. So this will help you get there. 

Here are the questions to ask...

• What are your top business priorities right now?
• What has changed in your marketing strategy, priorities, challenges since (mention last issue they ran with you)?
• How is what you’re doing working for you?
• What do you like most about the other (name magazines) you are using?
• What would you change, if anything, about them?

I promise that if you get answers to these questions before you try to sell them on keeping their ads running, you will have a much easier time of it.

Welcome to Stress-Free Selling®,
Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 Jenae@MagazineAdvertisingSales.com

P.P.S. For a list of sales resources, click here.

P.P.P.S.  Participate in our Jan 11-12, 2010 Stress-Free Selling® Seminar, and turn your sales around.  Click here for details.