Ad Sales: Winning Secrets of the Magazine Ad Pros

by Helen Berman

Book Summary and Reviews

Top publishers in dozens of fields contributed ideas, suggestions, sales presentations, charts and media kits to this two-volume hardbound set. Your salespeople get exclusive guidance from the best minds in the business. They'll not only home in on the sale that's always eluded them, they'll start blazing new selling trails of their own. 

Includes:

The secrets of long-term sales

Mastering media kits, rate cards and publishers' statements

Tips for getting agencies on your side

The eight steps to dynamic sales calls

Guidance on getting clients to listen, call back and buy

Methods of effective pre-call planning

Powerful probing techniques

Secrets of power presentations

Techniques for positioning your titles as a must-buy

Answers to the 26 toughest sales objections

Five full chapters on mastering the close

Two Volume Set has more than 50 chapters... more than 900 pages!

Book Reviews (from back of hard cover books)

“Helen manages to capture in writing, the spirit, enthusiasm, and inspiration, she brings to her training sessions…perfect for individuals new to advertising sales (and) a great reference tool for anyone involved in the magazine business.” – Nora P. McAniff, President, PEOPLE

"The books go into greater depth on each topic than anything else I've encountered.  I am thrilled with your books.  You helped me pull together what I need to know about sales and publishing“-- John Lowmaster, Pool & Spa Living

"…an ideal training tool for the novice, a stimulating refresher for the veteran. It’s grounded in real-world sales situations we face today…covers every skill the ad-sales professional needs to succeed. A ‘must read’ that I recommend heartily.” – Richard Hathaway, Group Publisher, Intertec Publishing

“I found myself reading and reviewing chapter after chapter. I ‘d recommend Winning Secrets of the Magazine Pros to all the publishing professions. It can become their industry guidebook, providing excellent background into our business.” – Charles W. Allen, Publishing Director, MODERN MATURITY

“Terrific book! The most comprehensive look at the word of Advertising Sales – a must read for every professional in the business.” – Michael A. Clinton, Senior Vice President, Conde' Nast Publications.

“The books are a wonderful resouche and guide to people, especially like me who have recently started a career in space selling."-- Faheem Mohammed, Middle East MICE and events

“This comprehensive ad sales survival guide is the next best thing to Helen herself.” –Kevin Hurley, President, Springhouse Corporation NURSING MAGAZINE

About the Author

Trainer, Speaker, Mentor, Author

A forerunner in advertising sales training and consulting, Helen Berman has spent more than two decades helping hundreds of media companies find their perfect path to sales success. Her expertise has served every type of media client, from small business magazines to People, from online sales divisions to international  exhibition  marketers to integrated media giants. An exciting speaker and inspiring sales mentor, Helen has appeared at dozens of media conferences and seminars worldwide, in addition to writing popular sales columns for Folio and Expo magazines. You will gain a wealth of knowledge by reading her two-volume book, “Ad Sales: Winning Secrets of the Magazine Pros.”