Recorded on May 9, 2013
In order to overcome objections effectively, you need to understand the value proposition between the newspaper and the advertiser. Advertisers view advertising as a risk — there is no guarantee they will get the results they are looking for. Reps who understand this dynamic can reassure advertisers that advertising in the newspaper is well worth their investment.
Following the techniques introduced and discussed in this webinar will help you develop grace under pressure!
Topics we will cover:
Viewing objections as buying signals
Understanding the difference between a condition and a true objection
Using your negotiation skills to minimize the power of the most difficult objections
Learning specific techniques for overcoming the most common objections
Archive Viewing Fee: $35
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Carol Richer Gammell graduated from Purdue University with both a M.A. (1980) and Ph.D. in English in 1985. Upon completing her education, she immediately began her newspaper career by accepting a position as associate editor with MacDonald Classified Services. During her 16-year tenure with the company, she advanced to associate publisher with responsibility for all aspects of the creation and production of the 10 trade publications offered by MacDonald.
Richer Gammell has been a featured speaker at more than 150 industry conventions and initiated and conducted training workshops for Call Center Professionals at more than 800 newspapers in the U.S., Canada, New Zealand, Australia, Finland and The Netherlands.
In 2002, Richer Gammell launched her own training and consulting company, Sales Training Plus. For the past 11 years, she has offered newspaper specific sales training to Classified Inside and Outside Sales Professionals, Circulation Call Center Professionals and Retail Sales Consultants at newspapers throughout the U.S. and Canada.