Crisis   Communication   Training
Personalized Crisis Media Training Workshops.  
 

Home | Contact Us |  Crisis Media Seminar  

  Media Sales Skills Training  
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:

bulletUnderstand the challenges and opportunities found in media sales
bulletUtilize proven sales skills to build call volume and improve closing ratios
bulletFocus on the advantage of long-term product or service value over low cost
bulletUnderstand how to deal with different sales structures
bulletWork with the needs of different media buyers within an organization
bulletUtilize communication skills to build chemistry and establish rapport
bulletQuantify post-sales costs such as maintenance, support or customization
bulletBundle technology products and services to increase customer value
bulletApply questioning skills to determine buyer attitudes, situations and priorities
bulletAdjust their sales approach based on buyer behavior in person or on the phone
bulletIdentify problem areas and potential solutions
bulletCreate personal Feature, Advantage, Benefit statements
bulletDevelop an advantage over other media companies and competitive offerings
bulletAssess personal sales performance following each customer interaction
bulletUnderstand how to use a Consultative Selling Process
bulletHandle the most common sales objections and close the sale

© 2004-2006 Baker Communications, Inc. All Rights Reserved.