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AD SALES UNIVERSITY Sales Coaching Books and Audio  Test Your Selling Skills 
Prospecting Strategies

On-Demand Webinars

Ebner Seminars
Test Your
Prospecting Skills

Download the free
"Prospecting Strategies that Drive Ad Sales Workbook".


Selling magazine ads in today's competitive marketplace is vastly different then it was just a few years ago. The marketing bedrock of the magazine industry; the once unshakable Media Kit no longer sells; decision makers are more difficult than ever to reach; they don't return our calls and when we finally reach them we quickly discover that they're not interested in magazine advertising. But these challenges should not be costing you sales.


You're 90 minutes away from ad sales success

As you watch this powerful new webinar you'll learn simple solutions to your most difficult prospecting challenges and you'll discover ready-to-use scripts that are guaranteed to generate as many qualified appointments as you can handle. Here's just a small sample of what you'll learn.

How to prevent the receptionist from screening your call
Using this simple technique you'll reach twice as many decision makers while cutting your prospecting time in half.

Never again get brushed off by an advertising agency
You'll learn how to force the agency to take a serious look at your book even after they've finalized their media plan.

Avoiding common prospecting mistakes
Tired of hearing prospects say "I'm not interested, we don't do magazine advertising"? This response is the result of a common prospecting mistake and you'll learn how to eliminate this objection forever.

Turn all objections into sales
You'll discover how top income earners land the appointment when the prospect says;
I'm not interested
Not now, business is slow
We're under contract
I'm too busy to meet
Just send me your media kit
Our ad agency handles all our advertising

A powerful script that instantly identifies the decision maker
Don't waste your time looking for contact names on the web or searching through outdated directories. Using this field-tested telephone script you'll instantly get the decision maker's name and your call will never be screened.

How to use voice mail to your advantage
You'll learn how to circumvent your prospect's voice mail and you'll discovery powerful voice mail messages that get a response.

How to find out everything you need to know about your prospect's existing marketing campaign
You'll discover a well guarded prospecting secret that top income earners use to get insider's information and you'll learn how to identify your prospect's marketing needs, before taking to the prospect.

Ready-to-use, field-tested telephone scripts
You'll discover professional written, ready-to-use telemarketing scripts that will generate as many appointments as you can handle.

- Plus much, much more! -

  • Why hard work and experience does not lead to ad sales success
  • How to reach, hard to reach decision makers
  • Referal prospecting strategies that really work
  • Stop selling advertising and watch your ad sales grow
  • 18 prospecting rules that you must know
  • The Tipping Point, the exact point when your prospecting activity pays off
  • Why you must never mention the words publishing, magazine or advertising
  • Call on an agency? Discover what they want to hear
  • Your media kit is cost you sales discover why
  • How to get the prospect to answer your probing questions
  • How to use Universal Benefits to pique the prospect's interest
  • Why top income earners never hand out a rate card
  • How to sell the prospect that is happy with your sales and earnings
  • How to grow your client base without making a single cold call
  • How to establish credibility and position yourself as an industry expert
  • Discover the exact words your prospects want to hear
  • "Farming" - the best kept secret of high income earners
  • Discover the secret to closing the appointment by phone
  • Why you must not confirm your appointment
  • How to instantly pique your prospects' interest and hold their attention
  • Why up-selling your existing accounts may be a costly mistake
  • Save time learn to qualify your prospects by phone
  • Door to door canvassing techniques that get results
  • Sell Ted, Aim and Pam, the only decision makers you'll ever meet
  • 10 deadly prospecting mistakes and how to avoid them
  • Instantly find out anything you want to know about your prospect
  • Increase your earnings by working smarter, not harder

Watch the Prospecting Strategies that Drive Ad Sales Webinar today and put the skills that you'll learn in this powerful new webinar to the test for the next 60 days. You'll notice a dramatic increase in sales or we'll cheerfully give you a full refund - no questions asked.

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