Overcoming objections in sales, Overcoming Sales Objections, overcoming objections sales, overcome objections, sales training, Jenae Rubin, Stress-Free Selling

Overcome Overcoming Sales Objections

Insist on Your Advertiser's Success

"I don't want your money if you won't get results." Can you imagine saying this to your potential customers?

Acting in fear of missing quota, advertising sales people accept whatever advertisers give them. Imagine your Customer says, "Ok, I'll advertise in that issue," and instead of your saying or thinking "Great," you say, "One issue will not get the results you seek. I don't want your money if you won't get results." Now milk this! Continue by telling them, "If it doesn't work, you will say our magazine is no good when it's really that you haven't given yourself the time you need to see results." Now you can take out that great marketing research that shows how important frequency is.

Your biggest fear is losing that one time ad, that you will probably have trouble renewing anyway. What will truly happen is you will lose one for every three who come in. If you are selling a lot of one time ads, try this. You don't have much to lose, and the upside is huge.

Think about this, when you don't just take their money, they trust that you really care about them. When they trust you, they will advertise with you. The reason you get advertisers for one insertion only is they don't really trust you. If they did, they would advertise all year. After all, nothing else makes sense.

Welcome to Stress-Free Selling Selling,®

Jenae