Ad Sales: Winning Secrets of the Magazine Pros
Volume Two
~ PDF~

PDF Volume 2 (9.2MB)
$29.95

TABLE OF CONTENTS: VOLUME II

SECTION 1: SELLING THE VALUE OF YOUR MAGAZINE

• What you must know to position your magazine
• Selling the value of your market
• Selling the value of your circulation
• Selling the value of your editorial
• Selling the value of advertising
• Putting it together: Selling the value message
• Using the rate card as a selling tool
• Adding value to your sale: Innovative merchandising

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

SECTION 5: SALES LETTERS THAT GET ACTION

• The pen can be a mighty tool
• Do's and don'ts for effective sales letters
• Structuring your letter

SECTION 6: TIME AND TERRITORY MANAGEMENT

• Don't get swamped; get organized
• Getting the most from your time
• The care and feeding of target accounts
• Click! Using computers to get organized

SECTION 7: ON THE ROAD AGAIN: SHOWS AND TRAVEL

• Walking the halls to sales success at shows
• Travel tips for road warriors

SECTION 8: SECRET SKILLS OF THE TOP SALES PROS

• Using your intuition to become a sales virtuoso
• The sales chameleon
• Taking your cues from comedy

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