When selling ads, some questions are extremely valuable... and some are extremely weak. It's important to take advantage of the power of strong questions.
Austin, TX (PRWEB) May 18, 2012
The biggest challenge facing publishers these days? Ad sales.
When selling ads, some questions are extremely valuable... and some are extremely weak. It's important to take advantage of the power of strong questions. This free webinar provides simple tactics that will make those ad sales easier.
By watching this free webinar by ad sales expert Jenae Rubin (click here) the viewer will discover questions that stop the sales process fast. Questions that are answered with “Yes” or “No” will stall sales. These types of questions, also known as throw away open ers, start with:
Some examples of these throw away openers are…
- “Is that OK?”
- “Do you want to go ahead?”
- “Can we start now?”
- “Are you happy with your current supplier?”
- “Will you be ready…?”
All of these questions lead to dead end answers: Yes or No. Now what? Now, the seller has to ask another question. It's better to begin with a question that will assist in furthering the process.
The best questions to ask are those that lead to more information, and the optimum strategy is to start with questions that advance the sales process and force customers to elaborate. These questions begin with:
Some examples of these explorative questions are…
- “Who makes your buying decisions?”
- “What are your major challenges?”
- “When do you plan your budget?”
- “Where are you currently doing business?”
- “Why have you chosen to use that media?”
- “How can a media company serve you better?”
Next, one should learn to ask questions that get agreement on top benefits. No one wants to be told anything. But, if the customer tell the seller, it must be so; if the seller is telling the customer, it’s dubious.
The goal for the seller is to get the buyer to tell them what they wanted to tell the buyer. It sounds tricky, but it can be accomplished with subtle differences in approach and can actually get tremendous results.
One good idea is to use leading questions…
- “How important is it for you to reach the decision makers in your industry?”
- “How much would your business grow if you reached the key decision makers in your industry?”
Now they are ready to hear the solutions.
For more great webinars from Jenae Rubin, one can visit http://stressfreeselling.com/Shweiki.html
About Shweiki Media:
San Antonio, Texas-based Shweiki Media specializes in printing magazines for small and medium-sized publishers, currently printing for more than 400 titles with quantities ranging from 50 to 100,000 copies.
The story of Shweiki’s publication printing history goes back to 1988, when CEO Gal Shweiki graduated from the University of Texas at Austin and created a monthly entertainment publication for the students called Study Breaks. As the magazine grew, Shweiki and his staff began working with other publishers, assisting with design and pre-press solutions. This eventually led to the purchase of their first web press in 1999.
Shweiki’s mission has always been to help publishers improve by educating and providing them with the most hassle-free, profitable printing experience—having fun all the while. (http://www.shweiki.com)