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Hold a Seminar
Generating new sales leads is an activity that never stops.
Once a month, or so, you can generate a BATCH of leads with a seminar. Here's how: . . . Further Advice

Sowing Seeds for your Future
You are reaping today the results of what you have sown in the past. If, for any reason, you are not happy with what you are REAPING, it is up to you to begin immediately to change what you are SOWING.
Especially in ad sales. . . . Further Advice

Can you handle Objections?
DEVELOP A WINNING ATTITUDE TOWARDS YOUR CLIENT’S OBJECTIONS
Sales resistance is normal. It’s impossible for ANY media to satisfy the needs of the entire population. Here's what to do about it . . . Further Advice

Positive People
Recent research has shown that the wealth of most people is close to the AVERAGE of the wealth of the FIVE people they spend most time with. . . . Further Advice

Closing too fast
One of the problems which many ad sales people suffer from is that they try to sell ad space TOO SOON. What do we mean by that? We mean that buying ad space (or anything) is a JOURNEY. . . . Further Advice

The Plan - Part Two
TURNING 'SINGLE SALES’ INTO AD SPACE CONTRACTS FOR MULTIPLE BOOKINGS
Last time, we looked at your personal sales plan for new business.
This week, turning new clients into long-term PARTNERS who see you as a critical part of their media plans and annual ad spend . . . Further Advice

The Plan - Part One
Your sales plan should be short, simple and to the point. It's basically your strategic and tactical plan for acquiring new business, growing your existing book of business and exceeding your sales quota within your sales territory. . . . Further Advice

OVERCOMING YOUR SALES INHIBITIONS
You can't sell effectively if you are unable to ask questions which would make you uncomfortable in a social setting . . . Further Advice

Controlling your ATTITUDE when making outbound phone calls
Head dropping at the thought of another day of cold calling? As you hit the phone, keep this thought at the front of your mind: Your clients NEED you. They need more customers. They need to get their message out to the world. They need YOU. . . . Further Advice

Ad Space sales techniques
Using the right techniques -- the correct words and phrases -- can double or triple your sales success rate.   But which ones to use?   . . . Further Advice

Absorbing Media
1. People are consciously striving to make a balanced and sensible use of the expanding media menu now available to them – and, at the same time, to r . . . Further Advice

How Magazine advertising Works
Ten years after the first edition of this report was published in 1995 the fifth edition is necessary, in order to incorporate the new learnings. . . . Further Advice

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