Media-Advertising Sales Full Training Program
Developing a Successful Media Sales Professional (MSP)
  • Developing the skills and abilities that an MSP must develop to reach his or her potential.

  • How to create a successful strategy to gain knowledge in all areas of your role.

  • Develop a time frame, with specific deadlines, to create a successful development game plan.

  • Understanding the price you have to pay in order to reach your potential.

Best strategy for playing the mind game
  • Keys to understanding and managing behavioral aspects in reaching professional goals

  • Methods to achieve the desired states of mind for success.

  • Understand our fears and master them for our highest personal and professional development.

  • Summary - NLP for Sales: How to understand ourselves and key ingredients that will help us in reaching our potential.

Create a detailed outlined strategy to reach your company goals
  • Key meetings with other divisions to share information and coordinate activities.

  • Generating a comprehensive strategy for profit maximization.

  • Planning according to sales cycles of your products and services.

  • How to define your goals and make this definition quantifiable.

  • Different tools for monitoring your activities daily, weekly and monthly.

Developing the best strategy for your research processes
  • Develop an effective research strategy to find your potential clients.

  • How to analyse your products, and find your clients.

  • Best ways to organize, collect and administrate information.

  • How to ensure that all information goes into the database.

  • Using social media to find your potential clients and company executives.

Identifying Client Needs - A Different Approach
  • Going beyond the basics.

  • Getting a deeper and fuller understanding of needs - even those that are not obvious or stated.

  • Utilizing our understanding of client needs to differentiate from our competitors.

  • Using market research as a tool.

Database: The Importance of Quality Information
  • How to design the appropriate database for your company.

  • What fields you must include in your database.

  • Coordination between the database and sales.

  • Keeping the database clean and updated.

  • How to increase and keep your database free of mistakes.

Strategy for maximum productivity
  • How to improve your organizational skills and save time.

  • Set a schedule for taking care of administrative tasks.

  • Working with a master document to monitor and supervise all activities.

  • How to prepare the correspondence to send to you potential clients.

  • How internal communication can assist you in achieving your goals.

Time Management as a Tool for Effectiveness
  • The Importance of planning in advance to benefit your productivity.

  • How to create a schedule in attacking your prospective client base.

  • How to stop the unproductive activities that waste time.

  • How to improve your organizational skills to save time.

How to Deliver a Successful Sales Presentation
  • Developing an effective prospecting script to secure more sales.

  • Best ways for making your sales presentation dynamic, entertaining and engaging.

  • The Seven steps to successful selling.

  • How to build connections with your potential clients and develop a long-lasting relationship.

  • How to ask the qualifying questions regarding your product in a non-confrontational manner.

Dealing with “Gate Keepers” to Reach the Decision Maker (DM)
  • How to communicate and deal with Gate Keepers.

  • Preparation for your call before you pick up the phone.

  • Have a well-thought out and planned reason for your call to avoid “gates”.

  • How to avoid mistakes while dealing with non-decision makers.

Questioning for Insights and Advancing Ideas
  • The thinking behind effective questioning.

  • Different kinds of questions and when to use them.

  • How to use questions to motivate thinking.

  • When to use questions to clarify and confirm.

  • Using questions to probe assumptions, reasons and implications.

Become efficient at overcoming objections
  • Learn how to handle the 10 most common media sales objections.

  • How to anticipate what will objections will arise.

  • How to preempt objections before they come up.

  • Practical guide to overcome objections in four steps.

  • How to understand the difference between a “Major” and a “Minor” objection.

Different Methods for Closing Sales
  • How to create a suitable environment for the closing of the sale.

  • Different ways of closing the sale.

  • Winning the hearts and minds of your clients.

  • Focusing on ‘the why’ to inspire passion in client conversation.

  • How to create a sense of urgency in closing.

  • How to become an effective "closer".

  • Reduce risk, increase sales and save time in the total sales process.

Using Social Media to Find and Reach Your Clients
  • Choose you social media platform as per your target market.

  • A simple and effective way of using social media.

  • How to find your Decision Maker researching social media.

  • The development of your sites for your events.

  • Create a network to promote those events.

Targeting clients by best using social media
  • Selling Solutions - Beyond Products and Services.

  • Understanding Objectives and Managing Client Expectations.

  • How to successfully “fingerprint” (identify) your advertiser’s REAL ad needs.

  • How to sell with insight.

  • How to sell in a hyper-competitive market.

  • How to become a solution provider.

How to Build a Successful Sales Team
  • Skills and variables that create successful teams.

  • How to develop and inclusive strategy to avoid overlaps.

  • Building the team in finding and hiring talent.

  • Coaching: In the day, in the hour and the moment.

  • Protecting time: You can’t sell if you aren’t spending time with customers.

  • Accountability and R.O.I.

  • Looking after your Clients by creating a National Accounts team.

Marketing & Sales: working together for a common goal
  • Selling marketing ideas to be included in your strategy.

  • Best use of e-marketing software to generate sales.

  • Identifying the appropriate publications and industry periodicals to promote your events.

  • How to develop a strong team between marketing and sales departments.

  • Which associations you should be working to promote your events.

Events as Part of Your Sales Strategy
  • Attract your target audience by producing your own events.

  • Identifying the right trends and topics to include in your event.

  • How to successfully invite the best guess speakers to participate.

  • Creating a plan to pay for your event through sponsorship.

  • Participation in other events to promote your products and services.

Using social media to open doors to prospective sponsors
  • Choose your Social Media Platform as per your target market.

  • A simple and effective way of using Social Media.

  • How to find your Decision Maker researching Social Media.

  • Develop sites for your events.

  • Create a network to promote your events LinkedIn for Events.

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