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Media Sales
Skills Training |
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Today, the media
permeates nearly every part of our lives. Consumers and
businesses are constantly bombarded by news,
entertainment and advertising in multiple ways, many of
which were considered figments of “science fiction”
just a few short years ago. Print media, electronic
media, broadcast media and other alternative media
companies are struggling to differentiate themselves
from a crowded field of competitors. Customers struggle
to understand which media options offer the biggest bang
for their buck as they sort through voluminous mountains
of information and sales collateral. It is more
important than ever for savvy media sales professionals
to differentiate their products and services in a
crowded media sector. Our Media Sales Skills training
seminar is designed to provide both new and seasoned
media sales professionals with established sales skills
and communication tools that apply particularly to media
sales in today’s competitive landscape.
Based on the use of a solution-oriented consultative
sales skill approach, our one-day Media Sales Skills
training seminar teaches essential sales strategies and
proven methodologies to differentiate offerings and
increase numbers for media sales professionals. Central
to the learning process is a comprehensive analysis of
customer buyer types, communication, behavior and their
effect on the media sales process. Account managers and
other sales professionals will benefit from this
analysis as skills can be used in person, on the
telephone or even via electronic communication. Time is
also spent on the media sales process and the ability to
steer opportunities towards appropriate media
recommendations and solutions. Cold calling skills and
closing skills are also covered throughout this media
sales training seminar. This interactive training
workshop provides media sales reps with multiple
opportunities to practice skills and put them to use via
simulation sessions, role plays, group exercises,
activities, Q&A sessions and lectures. Each activity
is designed to increase skill transfer and reinforce
knowledge retention. With these skills in hand, media
sales reps will be able to focus on making quota and
strengthening their client base.
By attending Media Sales Skills Training,
participants will learn to:
 | Understand the challenges and opportunities found
in media sales |
| Utilize proven sales skills to build call volume
and improve closing ratios |
| Focus on the advantage of long-term product or
service value over low cost |
| Understand how to deal with different sales
structures |
| Work with the needs of different media buyers
within an organization |
| Utilize communication skills to build chemistry
and establish rapport |
| Quantify post-sales costs such as maintenance,
support or customization |
| Bundle technology products and services to
increase customer value |
| Apply questioning skills to determine buyer
attitudes, situations and priorities |
| Adjust their sales approach based on buyer
behavior in person or on the phone |
| Identify problem areas and potential solutions |
| Create personal Feature, Advantage, Benefit
statements |
| Develop an advantage over other media companies
and competitive offerings |
| Assess personal sales performance following each
customer interaction |
| Understand how to use a Consultative Selling
Process |
| Handle the most common sales objections and close
the sale |
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