Magazine Advertising Sales Training: Having a Hard Time Getting Appointments?

Is it hard getting past the first couple minutes of a sales call?

Are prospects telling you "My budget's spent" or throwing another objection at you within minutes of speaking with them? If so, here's why...

You're talking about yourself... and they don't care!! I know you think you have to tell them how wonderful your products are when you finally get them on the phone, but that is exactly what is causing your problems. They don't care, and you're not paying attention to that.

If your conversation opens asking to speak about advertising, I'll bet dollars to donuts that you get lots of "I'm not interested" and "We don't have any money left in our budget" rather than "Yes, tell me more."

What is their #1 priority? Probably increasing sales. So try this opening instead: I'm calling to see if we can help you increase sales like we've done for (name a competitor). How's business this year? The likeliness you will actually strike a conversation is multi-fold, and that's the first step.

Of course, you now have to hold their interest, and you do that by asking them questions... not talking about yourself.

This is the first step. If you'd like more ideas, check out the resources on my website, or call me about one-on-one coaching or sales force training. The key is in your hands to increasing sales. My customers are selling without discounting, writing annual schedules, and closing deals regularly. You can too.

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. Publishers & Ad Directors, call for a free consultation (954-290-9896).