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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