Magazine Advertising Sales Training, Courses, Solutions & Consulting; Franchising, Start-ups & Launches

Effective Magazine Advertising Sales Training & Consulting

How to Speed Up the Sales Process

Does it seem like it takes forever to close a sale?

One of my clients closes 40% of her sales... and most on the second call. She also gets appointments with almost everyone she contacts.

What's the secret?

She trusts in the process and only goes as far as appropriate.

Here's what usually happens. Salespeople are usually so excited to actually speak with a prospect, that because they're afraid they won't easily have another opportunity, they throw up! Excuse the disgusting parallel. If you feel you have to "tell" your prospects everything the moment you "finally" get to speak with them, then you're probably chasing your prospects and banging your head against a wall to figure out how to talk with them again.

The Secret? Only go as far as is appropriate for that call.

For example, to get an appointment, you only need to talk about your key benefit (e.g. helping increase their sales) and ask for an appointment. Most salespeople explain their magazine, website or digital products. Some even discuss close dates as if this is a motivating factor for anyone other than the sales rep. At this point, your prospects couldn't give a hoot about you, and if you talk about yourself, you probably are thrown a fake objection faster than you can raise your hand to catch it. If you're hearing, "My budget's already spent," and you've only been on the phone for seconds or minutes, this is where your first problem lies.

Next example... During your first sales call, you explain your product and how much it is... before they're interested in buying. Think about this. If you don't want something, it is ALWAYS too expensive. Yet, most salespeople talk about price before people are willing to buy. At least now you know why you're banging your head against the wall.

"That sounds great, but you don't know my market."

Bullogny! I can't tell you the number of times I've heard this. My clients, however, admit "I didn't believe it... and now I won't sell another way!" In consumer and b2b magazines, in local and national markets, with phone and face-to-face sales this works. You only have to talk about what helps you prospects (and renewals) reach their goals and overcome their challenges... not about your magazines, websites or e-products.

My clients are selling on rate card without discounting... even in this economy. They're selling schedules and growing their business... even in this economy. So can you.

Welcome to Stress-Free Selling®

Jenae