In-Synch Selling for Advertising Sales

Advertising sales isn't generic. Neither is this program.

Like all James Lorenzen's programs, it's custom-tailored for each audience!

First created in 1984 as 'Bottom-Line Selling', this program became an immediate hit, first among associations serving weekly shopping publications, then among community weeklies.  Soon, the dailies discovered it and it wasn't long before James Lorenzen was not only bringing it to industry conventions internationally, but media companies began to put James Lorenzen on retainer to ingrain it's concepts into their sales forces.

In-Synch Selling:  A Perennial Favorite – A Constant Hit!

Your people will be 'buzzing' about this program as well as James Lorenzen's high-energy, high-content delivery.

The program features workbooks and a 'diagnostic' roadmap your people will take home and use! One major Southern California publication had the roadmap enlarged to a wall-sized mural and mounted in the office!

Whether you book the abbreviated half-day (3-hour) program, or treat your people to the full-day program (6-hours) – the one planners have booked 95% of the time - Your sales people will love it and leave wanting more.  

Don't expect a lot of theory. Been there. Done that. This is real world.

James Lorenzen founded, successfully built, and sold five weeklies competing against much larger competition.  His personal sales record during six years of advertising sales speaks for itself:

• Jim NEVER sold a one-time, open-rate ad.
• All of his sales were 'campaigns' of 13 consecutive weeks or longer.
• 80% of all campaigns for sold for a full year or longer.
• Jim received deposit money of two weeks or more with every campaign sale he made.
• Five times, Jim received all the money, in front, for the entire year's contract

Jim's 'system for success' shows advertising sales people how to quit relying on media kits and falling into the 'talking brochure' trap.  Jim shows them how he accomplished his record by becomming indispensable to his clients.

During his years in publishing weeklies, Jim held training five mornings a week, 52 weeks a year.  In-Synch Selling show what he taught them and how you can instill ongoing training inside your organization, too.

Jim's own in-house training was so successful, the publisher of a competing daily joked that he'd like Jim to train his people.  To his astonishment, Jim said he would!  And, he did!  The result:  His competitor's sales went up - but so did the ad sales in Jim's publications!  Jim told him, "I'd rather follow a good rep through the door than a bad one.  Bad reps make it harder, not easier, on good reps."   Soon, Jim was training reps for dailies and weeklies all over the country and getting calls from associations around the country to bring his 'success system' to their people.  Since those days, he's headlined more than 500 conventions worldwide and trained more than 10,000 salespeople throughout the U.S., Canada, and the U.K.

This program is a constant hit!

What Attendees Will Learn:

• How To Build A Real Client List That Doesn't Quit
• How to Sell 'Through' the Prospect
• A Formula for Success in Selling
• How to Deal With Phobias and 'Traps'
• Why You Can Sell More Without a Rate Card
• How To Eliminate the Budget Objection
• Why Merchants Buy the Rep FIRST.
• How to be at the Right Place at the Right Time
• How to Find Up-sell Opportunities in Cancellations!
• How to Penetrate Competitor Accounts constructing a Media Mix - Your competition will NOT know how to do this.
• 10 Tested Ways to Improve your 'Opener'
• Why 99% of sales people get 'closing' wrong. You can't open relationships by 'closing' people. Learn what 'closing' really is.
• How to Identify Why and How your Buyer Wants to Buy!
• How to ASK for Objections and LIKE getting them!
• A simple Objection Roadmap that will release your stress.
• Why 'Showmanship' works
• 3 Questions Prospects Always Ask - Why should you be surprised?
• Why Selling to a 'Comfort-Zone' is Expensive - You'll never do it again.

You can download James Lorenzen's In-Synch Selling One-Sheet here!

This program combines perfectly with How To Create Small Business Advertising Strategy That Works! This 3-hour program really ‘talks to’ merchants, teaching them how to buy! Perfect for the advertising salesperson to add to his or her arsenal!

In-Synch Selling for Advertising Sales is a program your people won’t forget. Tell us about your next meeting. We’ll be happy to show you how James Lorenzen can make it a hit.

Questions? Contact Us, or give us a call at 805-265-5418.