Recorded on March 14, 2014
Do you really know your sales numbers? Not just the end result of how many ads you had in your last publication rather the details such as how many people you need to speak with to get one ad, or what your closing ratio is and how many spec ads are needed to be sent out per day.
This webinar will look at what the “best of the best” classified salespeople do on a daily basis of how they track their numbers and plan their days to achieve consistent success regardless of the market conditions, month of the year or the territory they are sell into.
This webinar will cover:
-How many sales calls are needed to be successful as opposed to the “shot gun” approach.
-How to balance prospecting, selling and servicing calls on a daily basis.
-How to understand calls to contacts ratio, contacts to appointments ratio and appointments to sales ratio.
-The 10 most effective questions to ask to really understand what a customer is trying to sell.
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Tim Smith has been in the Training and Development field for more than 27 years and additionally worked in the newspaper and print industry for 10 years. He began his career in circulation and was promoted to a supervisory role in the production due to his work ethic and results. He has also worked on the sales side of the business, again being promoted to sales manager due to his results, specifically in revenue, repeat business and his ability to generate business development.
Smith has delivered tailored training programs on management skills, customer service and sales training primarily focused on the newspaper industry. He has provided keynote speeches at conventions, individual newspapers training and one on one coaching with managers, production, display, classified, editorial and sales people. He has guided several publications in creating customer service models and increasing revenue through consistent sales processes with both Outside Display and Inside Classified salespeople.