Ad Sales: Winning Secrets of the Magazine Pros.
Minibook 5 :: PDF Format

PDF Volume 2, Sections 2, 3 & 4. 201 pages (2.0MB)
$14.95

TABLE OF CONTENTS: VOLUME II

SECTION 2: THE DYNAMICS OF RESEARCH

• The role of research
• Understanding and using research

SECTION 3: THE CHALLENGE OF OBJECTIONS

• The psychology of objections
• Overcoming objections: The nitty-gritty

SECTION 4: CLOSING THE SALE

• Developing the right closing attitude
• Timing the close
• Basic closing techniques
• Advanced closing techniques
• If you're asked to cut rates

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