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Displaying Matches 16 thru 27 of 42 Found.  BACK NEXT

Telling Stories
We talk a lot about using STORIES to sell ad space. But how do you create your own stories? Let's start with the structure. It's close to the DIPADA structure .... except that this formula is almost 2,500 years old! . . . 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

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 Big Picture
START YOUR PRESENTATIONS WITH YOUR IDEAS FOR THE ‘BIG PICTURE’
Don’t most clients agree that they want more customers? It’s when the details of costs and numbers come in that your agreement heads South. . . . Further Advice

Probing Questions
In ad sales, we all acknowledge the importance of questions -- but do you sometimes just mess them up?
HOW you ask a question can be as important as the questions which you ask. Here's how .... . . . Further Advice

A Good Call
To make an effective ad sales call, you must know the answers to these five questions BEFORE you begin your call . . . . . . Further Advice

DEVELOPING A CORE SALES MESSAGE
"What will MAKE a prospect pick up the phone and book an ad with me?" [The answer changes every day, and is different for each publication. But you should have this question printed out and posted where you can see it at least once every hour.] Here's the answer: . . . Further Advice

How to convert Ad Sales Leads to Bookings
what parts of the sales conversion system do we need to prepare? The DIPADA Sales Structure, Pre-talk letter, Presentation Pre-planner, Qualification Questions, The Sales Talk, Case Studies, Testimonial Book, Spreadsheets, Post-talk letters -- (Whew!) Here's how . . . Further Advice

Adding Value
The most powerful word in marketing, the most powerful word in selling is still the word "free." And -- whenever you offer free things with your ad space -- you're increasing the value of that ad space in your client's mind. . . . Further Advice

Close More Ad Sales using Structured Closes
If you can't close an ad sale effectively, then EVERYTHING which has lead up to that closing moment is WASTED. Here's how . . . 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

Displaying Matches 16 thru 27 of 42 Found BACK NEXT

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