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Sales Mentoring: Rising to the top
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"With Helen's help I've gained confidence, become organized, and deal more successfully with my clients. I'm much more successful in overcoming objections and have increased my sales by 50%"
Erica Cohose
JCK Magazine
Reed Business
Often the difference between a good salesperson and a great salesperson is simply a great coach. A great coach assesses individual skills, strengths and challenges, uncovering the reserves of talent that can help salespeople achieve goals never thought possible. |
By learning everything from precall planning to mastering the close, salespeople encounter the step-by-step secrets to becoming strategically minded, tactically brilliant and creative marketing consultants.
With Helen Berman’s Sales Mentoring program, salespeople learn how to earn the attention, respect and media dollars of both clients and agencies.
Customized sales mentoring programs can include:
The Marketing Consulting Approach: Selling contracts, not just pages
- Tips to becoming an industry expert
- Needs "diagnosis"
- Ensuring the callback
- Selling from the client point of view
Positioning your media for sales growth
- Uncovering your Unique Selling Proposition--and making it pay
- Matching readership to the client's target market
- Seeing your media from the client's perspective
- Analyzing--and overcoming--the competition
Profiting from new media: Internet and integrated media sales
- The ins and outs of today's media choices
- Matching media choice to advertiser need
- Turning value-added freebies into profit centers
- Overcoming advertiser skepticism
Identifying and reaching key decision-makers
- Infiltrating the decision-making unit
- Working with clients and agencies
- Making faxes, phone calls and e-mails count
- Preparing the opening statement
- Getting past the secretarial screen
- Using voice mail to your advantage
Action before the call: Pre-call planning and probing techniques
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Diagnosing client goals and needs
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Secrets to that all-important callback
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Asking questions that lead to "yes"
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Moving clients step-by-step into the sale
Creating the killer presentation
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Secrets to organizing the sales message
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Using "mini-closes" to build up to the sale
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Addressing specific client goals and needs
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Handling objections as they arise
Heading off "no": Overcoming objections
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The psychology of objections
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Distinguishing a "sell me" opportunity from the brush-off
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Gaining through "mini-agreements"
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Matching your selling style to your client's buying style
Timing the close--and making it stick
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Secrets to building step-by-step to the close
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Recognizing the ready-to-buy moment
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Closing fence-sitters, drivers and doubters
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Keeping the client sold after the sale
Winning in negotiations
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Positioning media for maximum advertising value
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The art of active listening and response
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Preserving the rate card--and your advertiser relationship
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Proving the value of your CPQP--Cost per Qualified Prospect
Motivation: What really works
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The internal switch that jump-starts enthusiasm
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Keeping perspective during down times
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Motivation: Why rewards aren't enough
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Day-to-day tips for staying focused
Care and feeding of target accounts
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Ranking clients for optimal time and territory management
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Why your "favorite" clients might not be your best
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Organizing sales calls for maximum payoff
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Capturing the elusive, but lucrative, advertiser
Organize! Time and territory management
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The first thing you need to do each morning
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Use (and misuse) of computers to organize
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Making callbacks at the right time, in the right way
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Getting out from under the paper pile
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