Overview
- Step-by-step guide to the optimal sales process
- Practice techniques and use them again and again
- How customer potentials become paying customers
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About this book
This book shows media salespeople the optimal sales process using a structured step-by-step guide: Using a sales navigator, it accompanies sellers from the media business through different roads and guides them from the start - the search for suitable customer potential - to the goal: closing the sale.
The author points out all the construction sites and detours, such as objections or tactical price negotiations, but also shortcuts, such as recognizing early buying signals. After all, the sales process always follows a clear structure, and knowing this structure, practicing the appropriate techniques, and applying them again and again can lead to noticeably more sales.
A compact and easy-to-read book, peppered with personal experience reports from sales and media professional Ricky McKenna, whose tips will help you achieve ambitious sales goals even in difficult economic times.
The author points out all the construction sites and detours, such as objections or tactical price negotiations, but also shortcuts, such as recognizing early buying signals. After all, the sales process always follows a clear structure, and knowing this structure, practicing the appropriate techniques, and applying them again and again can lead to noticeably more sales.
A compact and easy-to-read book, peppered with personal experience reports from sales and media professional Ricky McKenna, whose tips will help you achieve ambitious sales goals even in difficult economic times.
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Keywords
- Sales training media
- Sales Navigator Media Seller
- Sales closing techniques
- Objection Handling Techniques
- Cold calling
- Buy signals
- Advertising sales
- Sales trainer media
- Sales trainer daily newspaper
- Sales trainer radio
- Sales trainer TV
- Sales process
- Sales talk
- Price negotiation
- Conclusion
- Needs analysis
- Step by step guide sale
Table of contents (11 chapters)
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Front Matter
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Back Matter
Authors and Affiliations
About the author
Ricky McKenna has worked in sales for over 25 years, advising sales organizations at many newspaper publishers, radio stations and TV stations in Germany and Austria. Before becoming self-employed, he held leading positions at marketing companies and a private radio station in Austria.
Bibliographic Information
Book Title: The Sales Sat Nav for Media Consultants
Book Subtitle: The Roadmap to More Revenue in the Sale of Advertising Materials
Authors: Ricky McKenna
DOI: https://doi.org/10.1007/978-3-658-40734-6
Publisher: Springer Wiesbaden
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Fachmedien Wiesbaden GmbH, part of Springer Nature 2023
Softcover ISBN: 978-3-658-40733-9Published: 04 May 2023
eBook ISBN: 978-3-658-40734-6Published: 03 May 2023
Edition Number: 1
Number of Pages: XX, 213
Number of Illustrations: 12 b/w illustrations, 20 illustrations in colour
Topics: Sales/Distribution, Media Management