Selling Across Ttles

Course Objective: to develop the existing sales skills of the delegates, in particular to encourage them to sell across all the titles in the portfolio.
The course addresses the importance of being able to understand the context, history, needs and requirements of the client, and how the products can be sold with relevance to them. It will also enable them to set and act upon objectives which will help them develop more business.
The course will encourage the delegates to think clearly about the clients they are selling to and the marketplace as a whole. They will be asked to analyse the strengths and weaknesses of their own products as well as their competitors.
Suitable for: media sales teams needing to sell into more than one publication.
Complementary Courses: Strategic Selling, Complete Presentation

Setting objectives





The competitive market as a whole - territory management





The creative process





Review of existing sales techniques





Developing effective questioning techniques when selling more than one title





Using the safety net to ensure the probe is complete





Creating ugency within the client to buy





Understanding your products - strengths and weaknesses





Selling series advertising





Building long term business relationships





Developing an effective presentation of all your products





Gaining confirmation and closing





Product knowledge test of all your titles





All key learning points are highlighted with role-play and practical exercises


Guide Price: 1,950.00 for up to 8 participants (includes all pre-course consultancy)

Delivery: In house
Category: Media Sales »

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