


2021 Video – Ryan Dohrn: Overcoming the 10 Most Common Advertiser Objections!For Ad Reps and Managers
60 Minute Video • Recorded May 14, 2021
Nobody knows newspaper ad sales like Ryan Dohrn, and that’s why he is in such demand as a sales trainer, speaker and coach throughout the industry.
During this session, Ryan will discuss the 10 most common advertiser objections stopping you and your sales team from closing deals!
The difference between an average ad rep and a great ad rep is the ability to overcome the objections constantly thrown at them from potential advertisers. In this session, Ryan will discuss the ten objections that are most common, and how to respond to each one.
No one is immune to dealing with objections in the advertising business. Now, you have the the ammunition needed to begin closing more deals immediately!

Diane Ciotta: Landing New Advertisers
Initiating New Business & Effective Opening Conversation Techniques
During this 50-minute session, Diane will share concepts and techniques for successfully driving incremental revenue. Among other items, she will discuss:
• Mastering a professional, non-threatening approach
• Avoiding trigger words that cause objections
• Gaining a License to Proceed
This is a don’t miss class and the first in a three-month series led by Diane Ciotta!

Webinar: Tim Smith – Building Your Advertising Client Base: Getting New Customers
Let’s face it, newspapers need advertisers to stay in business. Though most advertisers are loyal, advertising is a very fluid business and clients come and go. The trick is constantly gaining new advertisers to build your base.
It’s more than picking up the phone to make a call or sending an email. It’s more than sending a box of cookies during the holidays. Tim will offer proven steps that will lead to creating more ad clients for your newspaper.
Tim Smith’s webinars continue to draw large groups because attendees report that his insight and advice work for them. Don’t miss this opportunity to bring your sales staff together to learn what they can do to build your customer base. You might want to bring an extra pen. You’ll need it.
Click here to Register

Webinar: Tim Smith – First Steps to Gain New Advertisers
45 Minute $39
Everybody needs new advertisers. Without them, we’re out of business.
Effective ad sales requires two elements: Keeping current advertisers – and Gaining new advertisers.
This is a great webinar for newer ad reps who need help landing that new advertiser – and experienced ad reps and managers looking for new ideas to land the sale.
Join us on Thursday, January 25, as Tim shares his secrets to help you begin landing new customers immediately!

Getting People to Pick Up Your Paper – 30 Minutes
Kevin Slimp visits more than 100 papers each year as a consultant. His research is featured in industry journals throughout the world. Spend 30 minutes learning from the best in the business and find out what it takes to get people to pick up your newspaper.