Borrell Associates, Inc

The Internet is difficult enough for traditional media companies to understand. But think about the poor local advertiser. A major opportunity exists to demystify the Internet for local businesses and to educate them in a way that gains their trust – and eventually their advertising dollars.

Our Consultative Sales Skills method examines best practices gleaned from thousands of successful local Interactive media operations around the country that we track. It uses knowledge of industry conditions to solve prospects problems and provide value-based products and services. It turns a salesperson into a trusted advisor. The customer benefits from the salesperson’s expertise.

In addition, the method revolves around providing the products and services that best meets a customer's needs as opposed to using traditional hard-sell tactics to close the sale. Utilizing data and needs analysis, the salesperson develops the prospect’s trust and creates a relationship.

In our Webinar, you’ll receive ideas, information and tactics that will help you and your staff close more sales while positioning the salesperson as an expert in the online ad field, ahead of anyone else in the local market.

You’ll learn how to:

• Use interviewing skills to listen to clients
• Establish and maintain trust and credibility by using data
• Use a unique needs analysis model to establish value
• Quantify the measurable value in the ad solution
• Lead the client to discover creative solutions to advertising issues
• Use post-sales measurement to refine and improve results
• Offer a return on investment

For more info please contact:
Peter Conti
Senior Vice President
804.360.9434
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