10-Minute Sales Call

The Most Difficult Objection: “I don’t need to see you.”

All this is a preamble to this simple point: You better have a really good message when you ask for an appointment. If it works, you’ll win more appointments and ultimately win more business. If your message is so-so, you and your property will stay in the mental “circular file.”

How to Sell Advertising: Know Your Customer 1

60% say that “input from the client” is always “a resource use when preparing/selecting the list of media for consideration.” This is the highest of all reported sources, far above SRDS itself (27%) and above “research,” the next highest at 56%. And 54% say “client dictates” “always” or “often” are the cause of changes/turnover in a schedule. Are you getting the client sales calls you need to win ad-sales in this environment?

How to Conduct a 10-Minute Ad Sales Call 1

The objective for the 10-minute sales call should be clear; to get the client to agree that there is enough interest to schedule more time. You’ll either get the extra time on the spot or get another meeting scheduled with proper time.