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 Dear Colleague: You Asked for It, You Got It
I have been asked for years if I offered public training events where my clients could send just 1 or 2 sales people to learn about Ziff-Davis type structured selling.
That is why I have launched the Masters of Media Selling program with MediaPost. See more and click to register below. (more about ZD training) |
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Ambro.com's first public Advertising Sales Skills Training:
(P.S. This was moved from January 10 and 11 to coincide with the Media Agency of the Year Awards and the OMMA Agency of the Year Awards Events for which attendees will recieve free passes, a $125 dollar value.)
- Sales Managers;
- Send new sales people for a quick & powerful start
- Send experienced sales people for a fresh approach
- Find new concepts and material to use with your staff
- Sales People learn:
- How to get more of the right appointments
- How to pitch to be most convincing
- How to sell Internet, Print, Broadcast, Outdoor, Sponsorships and more
- How to probe for objections and opportunities
- How to handle objections and close more deals
Two full days of sophisticated sales training guaranteed to help you gain sales and gain market share. Contact me here if you have questions: danielmambrose@ambro.com or call 541-431-4500. |
Getting 'engaged' with a client, as in getting appointments, is the first step in every sales person's success. Standing out enough, and knowing enough to be relevent to a client, is a simple job once you know how to prioritize your efforts. Here is how. (continue here) |
What You Will Learn in the Masters of Media Sales Training
- Time & Territory Management
- Major Account Planning
- Getting (more of the right) Appointments
- Opening the meeting to engage the client
- Structuring your persuasive presentation for maximum agreement
- Moving from agreement to agreement in the sales process to make saying "no" very difficult.
- Using "change" to open the mind of your prospect to changing their own mind.
- How to ask smart questions
- How to probe for opportunities and for objections
- How to over come objections at every level; starting with the objection that they dont' need to see you
- Media Math for all media forms; be prepared to go nose-to-nose with a media director about more than just your own media
- How to structure and present a digital media proposal for Internet, email, or mobile
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 Dear Colleague (continued): You Asked for It: The Ziff-Davis Structured Sales Process
Why was Ziff-Davis sales training so famous? Because it was client-centric, solution-selling that empowered sales people to sell to top executives, or any level down to the planner and buyer. It is as relevant today to sell digital advertising as it was in 1983 when I was an Advertising Director there selling print for Backpacker.
Ziff-Davis structured selling process started with knowing enough about your clients situation that you could present relevant and valuable information to them about their competitive world to get immediately on the same page and reach agreement on their situation, and how they'd like to increase their sales.
By reaching agreement with the prospect upon their situation early in the sales process, and focusing on some particulars of the clients situation that will favor your media, master sales people can move easily from early assent to the "situation" and the "problem" to agreement on the "solution" which is your media proposal.
Internet information resources make it easier than ever to gather client strategy information and to be prepared to show the client you know something valuable that they'd like to know. And the time-demands on your prospective clients make it more important than ever to be prepared up front. Prospects simply don't have time, and won't take time to sit with you and tell you all about their situation.
Masters of Media Selling public sales training seminars are built upon this classic and much-sought-after structured sales training. Masters is an improved and updated version of the famed Ziff-Davis approach.
To learn about ambro.com Strategic Sales Tactics Training and other services click here. Or contact us for a custom proposal. |
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