HELEN BERMAN'S ON-DEMAND TRAINING
on SALES PROSPECTING,
PRE-CALL PLANNING AND PROBING

Berman Media Sales Institute Webinar 3

Sales is a business of trust. Naturally, your clients need to trust that you'll deliver on their investments. More importantly, though, your clients need to trust that you know and understand them. Before they spend one dime with you, they need to believe that you're acting in their best interests, and that you know clearly just what those interests are.

Gaining that trust happens before that first sales call. It happens as you build your knowledge of that client piece by piece, learning where his marketing budget goes and why, what his competitive position is in the marketplace, and how your media can help him gain access to his best customers and prospects. Only when you have thorough knowledge of your client do you have your best shot at gaining his trust - and his investment.

In this webinar, Helen Berman will help you understand the following:

• Determining potential advertiser value and focusing on most likely prospects
• Why your own company may be your best source of research
• How to hunt resources in and outside your media
• The secrets of website analysis
• Matching client to strategy
• Organizing your research into sales building blocks
• Learning the effectiveness of gentle probing
• Ways to ask hard questions without the risk
• The 60-second rule for active listening

Who should attend: Publishers, event producers, advertising directors,
show directors, marketing directors, sales executives and salespeople.

Length: 57 minutes

Earns one educational credit toward Berman Media Sales Master Certification.

Purchase "Prospecting, Pre-call Planning and Probing," now!

Recommended follow-up purchase: One-on-one training with Helen Berman.

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