Recorded March 2, 2018
Objection handling is a skill that all sales people need to master. Ryan Dohrn will highlight the six most common objections media sales people face on a daily basis and show you how to flip those objections into closed deals with ease and style. Because Ryan sells every day, these objections and scenarios are timely, relevant and practical. Ryan will dig deep into objections like, “I’m moving all my advertising to social media.” And, “I am not seeing ROI from print.” And, “Why don’t you just write an article about my company?” This workshop is designed to give sales reps at all levels the skills they need to walk into a conversation with an advertiser with confidence. With 25 years experience in the media sales business, Ryan has heard it all. And because he still sells media today, his responses will be relevant, timely and right on the mark!
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Ryan Dohrn is the founder of media sales strategy firm Brain Swell Media and the creator of the 360 Ad Sales System taught to over 5,000 ad sales reps in seven countries. Ryan’s 25 year media sales and marketing career includes leadership roles at PennWell Publishing, Disney/ABC TV and the New York Times Company. Ryan works with over 50 newspapers per year and has a deep passion for the newspaper business. He is an Emmy Award winner, business book author and has been featured in USA Today and Forbes.com Ryan currently works on a monthly basis with over 75 media companies and their related sales and management teams.