The 3-Call Selling / Closing System ONLINE MEDIA CAMPUS WEBINAR MAY 12, 2016

15 years--executive of large suburban chain of 15 papers Conducted over 1500 seminars for advertising sales staffs, their customers, and a state press associations Owner, full service advertising agency Publisher marketing consultant Author, 2 bestselling e-books for the newspaper industry

Opening Thoughts INFORMATION OVERLOAD FALSE BELIEFS LACK OF SKILLS / KNOWLEDGE SIBKIS – SEE IT BIG, KEEP IT SIMPLE

MY GOAL IS TO GIVE YOU

MENTAL OUTLOOK 4 TIPS ON SELLING YOUR PAPER

“Let me tell you who reads my paper.”

“My paper can greatly boost your sales.”

“I’m a believer – I believe in my paper – I believe in newspapers.”

“I can sell against anyone – Bring it on!”

The 3-Call Selling / Closing System Points of Interest POSITION YOURSELF AS A COUNSELOR, MEDIA CONSULTANT, PROBLEM SOLVER. NATIONAL SALES STATISTIC: 80% OF SALES AFTER THE 5 TH CALL – MINE IS 80% BY THE THIRD CALL! I AVERAGED TWO COLD CONTRACTS PER WEEK WITH THIS SYSTEM STEVE JOBS: “WE NEED TO BE REALLY CLEAR ABOUT WHAT WE WANT OUR CUSTOMERS TO KNOW ABOUT US.”

Propose a “Business Marriage” Focus on the relationship Build a solid trust bond Factor”

FIRST CALL – Establish credibility. Identification – Who are you? Rapport – “Likeability Factor” Creation of Interest – “Gravitational Selling”

SECOND CALL – Build Trust. Do some fact-finding. Do a rough layout. Ask about budget.

THIRD CALL – Solidify Belief. Presentation – layout then marketing plan Dealing with objections Closing techniques

Power Closing Sentences Let’s get started… Can we move forward? I think this is the best program… I understand what you want… After careful market research…

Conclusion: What is the purpose of this approach?

What if the prospect is not closed by the third call? The 4 th Call What if they’re still not closed?

QUESTIONS? Further comments-- me at

BONUS FOR TODAY: me for a complimentary copy of my eBook: Dynamic Advertising Sales and Image Power.

“Thank you for attending!”