Action before the call: Pre-call planning and probing techniques

• Diagnosing client goals and needs
• Secrets to that all-important callback
• Asking questions that lead to "yes"
• Moving clients step-by-step into the sale 

Creating the killer presentation

• Secrets to organizing the sales message
• Using "mini-closes" to build up to the sale
• Addressing specific client goals and needs
• Handling objections as they arise

Heading off "no": Overcoming objections

• The psychology of objections
• Distinguishing a "sell me" opportunity from the brush-off
• Gaining through "mini-agreements"
• Matching your selling style to your client's buying style

Timing the close--and making it stick

• Secrets to building step-by-step to the close
• Recognizing the ready-to-buy moment
• Closing fence-sitters, drivers and doubters
• Keeping the client sold after the sale

Winning in negotiations

• Positioning media for maximum advertising value
• The art of active listening and response
• Preserving the rate card--and your advertiser relationship
• Proving the value of your CPQP--Cost per Qualified Prospect

Motivation: What really works

• The internal switch that jump-starts enthusiasm
• Keeping perspective during down times
• Motivation: Why rewards aren't enough
• Day-to-day tips for staying focused

Care and feeding of target accounts

• Ranking clients for optimal time and territory management
• Why your "favorite" clients might not be your best
• Organizing sales calls for maximum payoff
• Capturing the elusive, but lucrative, advertiser 

Organize! Time and territory management

• The first thing you need to do each morning
• Use (and misuse) of computers to organize
• Making callbacks at the right time, in the right way
• Getting out from under the paper pile