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James Lorenzen

Advertising Sales Training by a World-Class Expert!

“SIX WEEKS OF COMMITMENT”

A LIVE SIX WEEK LIVE training webinar series with James Lorenzen!

Train your entire sales force for a single flat rate!

James Lorenzen’s COMPLETE SYSTEM FOR SUCCESS in Advertising Sales!

In-Synch Selling

Six consecutive weekly LIVE one-hour online sessions with James Lorenzen beginning Wednesday, September 15th. Includes session materials, training tools, and free 30-day replay of all sessions in the series!

During James Lorenzen’s years in publishing, he held training for his reps five mornings a week, every week of the year. This is the system he taught them.

In-Synch Selling is more than a sales program; it’s a true system for selling CAMPAIGN ADVERTISING using self-learning and continuing in-house training based on a diagnostic process that was born in real field conditions and proven successful by thousands of advertising sales professionals. Publishers and Advertising Directors will be able to use each day’s field results to develop case histories allowing sales reps to workshop and learn from their combined experience. These experiences can be role-played with new strategies developed for the following day. This is training that evolves from reality—not theory.

This SIX WEEKS OF COMMITMENT series provides sales managers with a PROVEN system. Each session sets the stage for YOUR in-house workshops for the following week!

  • This is a training program YOU actually use to train your people EVERY DAY of the week!
  • Jim set's the stage and YOU receive the tools for daily training to get the information into the field!

What You Get:

  • SIX WEEKLY training webinars conducted LIVE by James Lorenzen!
  • All In-Synch Selling workbook pages for each session!
  • Post-session training tools and tips for conducting in-house training and workshops between the weekly webinars to truly BUILD on prior learning
  • Free replay of all sessions for 30-days after each session!

This isn’t just six webinars… this is a SIX WEEK TRAINING PROGRAM you can use EVERY DAY and continue after the webinars are over!


James Lorenzen’s personal sales records during six years of advertising sales speaks for itself:

  • He NEVER sold a one-time ad!
  • ALL of his sales were ‘campaigns’ of 13 consecutive weeks or longer
  • 80% were sold for a FULL YEAR!
  • He once sold 22 campaigns in 22 days, and 52 campaigns in 29 weeks, getting deposit money with every sale.
  • Five times he received payment in cash for the ENTIRE YEAR IN ADVANCE

Since those days, Jim has trained more than 10,000 salespeople and has headlined more than 500 conventions throughout the United States, Canada, and the U.K. He has appeared in Manage, Sales & Marketing Management Magazine, Selling Power, Publisher’s Auxillary, The Inlander, SAPA Today, SNPA, Agency Sales, California Publisher and scores of others. He’s also appeared on Nightingale-Conant’s Sound Selling audio series and on American Airlines’ Sky Radio heard on over 19,000 flights.

Train Your Entire Sales force for
SIX FULL WEEKS for just $1,495!

THAT'S LESS THAN $250 A WEEK EVERYONE - INCLUDING TOOLS!

That means if you have only FIVE reps, you can train them for less than $9.97 a day each!

  • HOW MUCH WOULD YOU MAKE FROM SELLING JUST ONE SMALL ANNUAL CONTRACT?
  • HOW ABOUT FIVE OR TEN?
  • WHAT IF ANNUAL CONTRACTS ACCOUNTED FOR MOST OF YOUR SALES?

By the way, if you're a member of a daily or community paper association and they are participating sponsors,  you may be eligible for a discount!

Teach your sales people how to sell
long-term campaigns that stick!

Register for SIX WEEKS OF COMMITMENT!


MODULE TITLE LEARNING

 1

Setting The Stage & The Sales Roadmap
  • Session ground rules
  • The 7 Rules for advertising sales success
  • It begins with your core philosophy and your commitment to success
  • Your `success ingredients’ and the key to success
  • The Sales 101 traditional stages and how they’re misused
  • Staying ‘in the sale’ means being ‘in-synch’
  • Misconceptions about objections
  • How to diagnose objection evolution to evaluate sales progress
  • Strategy Diagnostic roadmap – Understanding your ‘master plan’ using the diagnostic tool
  • Most common mistakes salespeople make
  • How to consistently gain commitments
  • How to `produce’ the sale

2

The Opening -- How to Quit Shooting Yourself In the Foot!
  • Defining your objective
  • Understanding what to expect and why responses happen
  • How to diagnose what you’re REALLY hearing
  • How to use the Strategic Roadmap
  • How to craft an opening that works
  • The Eight attention-getters every opening should contain
  • How To Create Showmanship
  • Questions you should – and should NOT - use
  • Recognizing signs the objective has been met

3

The Analysis -- How to Create Leverage
  • The key that `unlocks’ the sale: Leverage
  • Defining your objective
  • Understanding what to expect and why responses happen
  • Strategy creation
  • How to produce the commitments you want
  • The Three Golden Questions
  • An easy-to-learn questioning formula
  • Recognizing and confirming the signs your objective has been met.
  • Understanding and diagnosing the simplicity of objection handling
  • Making the prospect sell YOU on moving forward
  • When to move forward – and when NOT to ‘blow’ the sale

4

The Application Process -- You'll never 'Present' again.
  • Understanding where you are – and where the buyer is – in the process
  • Defining your objective
  • Understanding what to expect and why responses happen
  • Strategy creation
  • Applying your knowledge – not ‘presenting’ your solution
  • Bringing value to the table – Advertising strategy fundamentals your competition doesn’t know or isn’t using
  • Penetrating accounts you couldn’t sell before – The ‘media-mix’ strategy
  • Produce the commitments you want – 10-Point Checklist
  • Objection roadmap: The Conviction Formula
  • Strategic thinking vs constantly reacting
  • The diagnostic roadmap overview
  • Recognizing the ONLY time you discuss your paper or data

5

The Career Imperative
  • Setting your own personal goals – the importance of TIME!
  • How to demolish quotas
  • Moving beyond the ‘comfort-zone’
  • Building your book of business – Campaign selling!
  • How to sell a full year campaign at 70%-Off Rate Card getting all cash in advance for the entire year!

6

Opening The Relationship
  • Old school ‘closing’ vs. ‘opening’ long term relationships
  • Review of traditional `closing’ techniques
  • Selling today vs twenty years ago – Some things have changed… some are still the same!
  • Prospecting success is easier than you think.

Register for SIX WEEKS OF COMMITMENT!
 
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SPEECH & SEMINAR TOPICS

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