training | how ambro.com sales training and skills development works for publishers with experienced sales staffs
Advertising sales is very competitive. But an increase in any sales in-put factor will lead to greater sales. Whether it's getting more appointments, being more effective in persuasion, or better handling objections, negotiation and closing better, skills can be improved. An increase in all the factors through training can have a profoundly profitable effect on your business.
But sales people are notorious for being difficult to manage and for thinking they know everything they need to know. Our experience shows that the more self-satisfied your sales people are, the more you need an outside trainer to help them see the opportunities and develop new skills.
If your sales people blame the outside world, customers or competitors, for their lack of success, they need new skills. True sale-man-ship is about changing minds not about accepting the situation.
And sales people are operating in an unprecedented environment. Clients and agencies have less time to see them, making it hard to get appointments. And when they do have an appointment, new expectations about ROI are being demanded that are challenging to sales people who are used to making a sale and moving on.
The right sales trainer:
ambro.com sales trainers are experienced senior publishing executives who can speak the unique language of advertising sales. This is one of the key differences between ambro.com training other reputable but not specialized training programs.
We have faced the challenges of beligerent advertising agencies, elusive clients, and disruptive (to put it nicely) competitors, and we have made sales presentations in the lobby, in the stairwell, and in the boardroom.
Senior sales people and sales managers pay attention because it becomes clear immediately that we know their world, their hurdles, and their problems. When they tell us about a difficult client situation we can emphasise (first) and help them see how to solve the problem.
Learn more about Daniel Ambrose.
Learn more about David Fales.
The right process:
ambro.com training and skills development works by starting with a brief explanation on the concepts covering the skill or issue, followed by a discussion to interactively help the individuals and the group see how the principles apply to their own property or situation.
Lecture and discussion is followed by a more specific interactive workshop and the rehersal.
Sales people learn more by doing. Some don't learn at all without doing. This process finishes with the sales person having an actual product; a script they developed, a presentation, a proposal that they can use with a real client.
The right content:
ambro.com training sessions are developed with the input of senior management to address the specific needs of the organization and the individuals. Does your sales staff need skills and strategies to get more in-person appointments? We can provide the inspiration, the structure and the scripts to do that. Are sales people haveing a lot of meetings they call "good meetings" from which nothing comes? We can help fix that.
ambro.com will interview management, and may survey the team, to help determine -- interactively -- what skills or training modules are needed, and then custom develop the content with industry specific examples so sales people don't have to imagine how to apply it to their industry or category.