INTEGRITY
SELLING®
Our
most sought after training program for a solid sales foundation
for years of top line sales success.
Integrity
Selling®is a customer-needs focused strategy successfully
transforming sales teams from ad takers to advertising marketing
consultants- regardless of experience level! The process of mastering
INTEGRITY SELLING®prepares sales representatives
to increase sales, improve productivity, reduce call reluctance,
and enhance customer relations. INTEGRITY SELLING®is
a complete 24 module training program that gets results immediately. Click
here to read more about this exciting program.
QBQ:
THE QUESTION BEHIND THE QUESTION™
What is blame costing your company? Lost productivity? Reduced
Profits? Poor communications? Decreased personal motivation? QBQ
turns that around. QBQ is about personal accountability. It’s
about making a difference by changing ourselves. Never before has
there been such a powerful and practical program that changes the
way of thinking almost instantaneously. The new way of thinking,
talking, communicating and more importantly participating in outcomes
comes from QBQ. By learning how to ask the question behind the
question staff members will be asking WHAT CAN I DO NOW TO MOVE
FORWARD? WHAT CAN I DO TO CONTRIBUTE? HOW CAN I MAKE A DIFFERENCE?
Imagine the increased productivity to the entire organization,
plus the I’m on the team attitude. Click
here for more details on QBQ.
POWERFUL
PARTNERING
Customers say: I'm bored with my advertising, My advertising isn't
working, What would you do? What should I do? A natural response
is to offer advertising more days, adding color, or going bigger.
As we know, that rarely works. Powerful Partnering introduces creative
tools and marketing concepts which offer the promotional ideas
to increase store sales. Partnering, creativity ideas and campaigns
generate store sales and newspaper revenues!
KNOW
YOUR COMPETITORS AND WIN I & II
Radio, cable, spot television, direct mail and other print are
eroding newspaper's advertising revenue share. Today's sales representatives
understanding of competitors media jargon, pricing and effectiveness
establishes themselves as the advertising expert. Many advertisers
actually rely on newspaper account executives to help with a complete
media plan. Now have the chance to control the buy and have the
right answers when customers or potential customers say, "I'm
thinking of using another media," or "I am using another
media." Select the mediums that are effecting your revenues
for a completely customized program.
STRATEGIC
ACCOUNT PLANNING - Advanced Media
Opportunities arise when it's necessary to strategize on accounts
as an advertising agency would. Now have the chance for one-on-one
sessions with an advertising expert to evaluate accounts, their
present situation, media options, ad design, desired outcomes and
create a plan to increase revenue share. Sales representatives
gain a broader perspective of advertising agency thinking, marketing
possibilities and add value to everyday business.
MANAGING
GOAL ACHIEVEMENT® In today's ever changing business
world it is important to be open minded, willing to try new ideas
and create new ways of doing business. To be more productive,
people need to know how to motivate themselves and get more done.
Bring the important dimensions of Goal Clarity, View of Possibilities,
Values, Achievement Drive and Supportive Environment into alignment.
Old blockages fall away and new goals are reached. As a result,
achievement drive and stronger skills are released. This 10 module
program helps people sell more, motivate themselves and get more
done which influences bottom-line results. Click Here for more
information.
PROPOSAL
WRITING MADE EASY
Too often newspaper representatives sell ads standing over a counter.
Ready with their rate card, media kit, and a map-selling one ad
at a time. Competitors are actively using written proposals with
complete marketing plans. Proposals can increase sales up to 75%.
Some sales representative proposal converts say they won't sell
any more without using one. Using the five key proposal elements
writers block is eliminated. Customer needs are identified and
complete marketing campaign solutions are offered. Proposal writing
tools include: a Getting Started Worksheet, Confidential Account
Information Form, and sample proposal pages. Make dynamic proposals
and sell more campaigns, not just ads.
WIN-WIN
NEGOTIATIONS
Achieve territory goals as well as meet the newspaper's objectives
with the use of successful negotiating strategies. Learn how to “create
value” for mutual gain, build profitable long-term relationships,
separate people from the problem, and use objective standards to
resolve differences about who should get what. As a result of this
workshop, sales representatives gain the tools to prepare for contract
negotiations, short rate situations, reproduction issues, requests
to go off the rate card, missed deadline problems, ad errors, and
many of the other day to day interactions that require negotiation
skills. Everyone focuses on win-win negotiating, achieving results
for both the advertiser and the newspaper. Increased productivity,
professionalism, confidence, improved cost of sales, reduced loss
of revenue and enhanced customer relations are just a few of the
benefits you will gain from this program.
GREAT
ADS IN A MINUTE
Advertising executives selling marketing solutions to customers
are expected to be artist's as well. How do they create the right
ad without that perceived creative and artistic talent? It's quite
a surprise to find how talented they are - in just a minute. So
next time they are with a customer who is ready to buy, if they
can create the ad on the spot- they can do it. Quickly come up
with several clever headlines and formats for ads that sell customers'
products. No more groans from art services when they hear, "Just
be creative." Create ads with pizazz in no time flat!
KILLER
COPY THAT WINS
Sales representatives were hired to sell advertising not write
copy. Only they find themselves in front of advertisers doing just
that. And the customers expect them to be good at it. Imagine that!
Killer Copy That Wins helps write innovative copy without wracking
the brain, burning the midnight oil or losing sleep over it. Best
of all it transforms terrific ideas into powerful promotions. See
instant results and watch the customer's products fly out of the
stores.
FREQUENCY,
SIZE, AND COLOR
Selling up, selling more frequency and adding color increases response,
retains customers and increases sales. Only how does one know the
right frequency, the best size for the message or when and where
to use color to offer the best recommendation? Discover the "ins
and outs" of reaching the client's target with impact, the
best schedule for a particular message, which message works best
with greater frequency, or which needs reach and which requires
surging. With this new found confidence more advertising schedules
with the right frequency, size and color are sold!
MENTAL
PEANUT BUTTER™
POSITIONING
THAT STICKS TO THE ROOF OF YOUR BRAIN
Every client wants to solidify its position in the mind of its
consumer. Imagine creating a catch phrase that is so memorable,
it's like Mental Peanut Butter™ that sticks to the roof of
the brain. Who can forget “Just Do It,” “Got Milk?” or
the frogs saying, “Bud-weis-er.”
Now, in one dynamic session, learn one of the most important
aspects of branding: powerful positioning. With these 16 sure-proof
techniques, become a master at creating “sticky” positioning.
Immediately after the workshop, be able to draw upon a library
of valuable guidelines that will help whenever creating headlines,
subheads or tag lines.
Imagine, after this one day seminar clients will have the unforgettable
stamp of a national slogan, giving it instant recognition in the
marketplace. Increased awareness leads to greater attention, traffic,
sales and a satisfied customer.
THE EFFECTIVE SALES PERSON
Can you imagine how helpful it would be to have advertisers tell
what they really think of their sales representative, how they
are being serviced, what they would like differently and what
they would want that they aren't presently getting? A confidential
survey is sent to a selected group of each sales person's advertisers.
The results provide feedback on six dimensions: Market & Product
Knowledge, Customer Service, Communications, Working Relationships,
Professional Style and Adding Value. Sales representatives develop
personal action plans to maximize business relationships and
improve sales opportunities. Relationships are enhanced, personal
development grows and sales increase.
ORGANIZE TIME AND SPACE THE 5S WAY
Memo's misplaced, sales person out sick and no one can figure out
where anything is, mistakes happening, things falling through
the cracks, not enough time to make sales calls. These are just
a few of the important things that make a difference in time
management and sales success. Borrowing the Japanese 5S's: Seri-
Sorting, Seiton- Simplifying Access, Seiso- Sweeping, Seiketsu-
Standardizing and Shitsuke- Self Discipline efficiency improves,
stress is reduced, customer service is enhanced and sales increase.
Explore ways of thinking, working, organizing time, territory,
and work space for greater productivity. These simple methods
and worksheets actually help gain hours in each day to sell more!
HIGH IMPACT MOTIVATION (EAP)2
Today's most pressing work issues include employee retention and
burnout. Add to that the day in and day out pressures of selling
in a daily newspaper. So imagine a workplace where everyone chooses
to bring energy, passion, and a positive attitude to the job
every day. Imagine an environment in which people are truly connected
to their work, their colleagues, and their customers. Re-energize
your organization and discover the importance of fun, recognition,
rewards and repeating things that feel good. Watch enthusiasm
soar, hear laughter in the office, and make everyone's day to
gain, keep, and grow with it's momentum.
BUSINESS SMARTS
Sales representatives know very little about what business owners
must do to operate a profitable business. With the "business
literacy" knowledge of finance, accounting, debits, credits,
operating and capital expenses, budgeting, cash flow, profitability,
and key indicators of business health, resource allocation and
return on investment today's advertising executive can best recommend
an advertising strategy that will work. |
