Originally recorded on May 12, 2016
In this webinar…
You may have heard the statistic that 80 percent of sales are made after the fifth call — and in some cases well beyond the fifth call. In a day and age where time is money, we want to help you save time and increase revenue by fine-tuning your sales approach. This webinar will walk through the how and why of a three-step sales process to close more sales in less time.
- First call — Establishing credibility.
- Second call — Building trust.
- Third call — Solidifying belief.
Presenter Bob Berting tried and tested this system over 15 years with a leading suburban newspaper chain where he averaged two cold contracts a week. This session will benefit new sales professionals as well as industry veterans.
About the presenter:
Bob Berting is a professional speaker, newspaper industry sales trainer and marketing expert who has conducted more than 1,500 seminars for newspaper sales staffs, their customers and print media associations in the U.S. and Canada. He is a columnist in many national and regional newspaper trade association publications and is the author of two best-selling e-books for the newspaper industry: “Dynamic Advertising Sales and Image Power” and “Advanced Selling Skills for the Advertising Sales Pro.”