1. The 3-Call Selling / Closing System ONLINE MEDIA CAMPUS WEBINAR MAY 12, 2016

2. 15 years--executive of large suburban chain of 15 papers Conducted over 1500 seminars for advertising sales staffs, their customers, and a state press associations Owner, full service advertising agency Publisher marketing consultant Author, 2 bestselling e-books for the newspaper industry

3. Opening Thoughts INFORMATION OVERLOAD FALSE BELIEFS LACK OF SKILLS / KNOWLEDGE SIBKIS – SEE IT BIG, KEEP IT SIMPLE

4. MY GOAL IS TO GIVE YOU

5. MENTAL OUTLOOK 4 TIPS ON SELLING YOUR PAPER

6. “Let me tell you who reads my paper.”

7. “My paper can greatly boost your sales.”

8. “I’m a believer – I believe in my paper – I believe in newspapers.”

9. “I can sell against anyone – Bring it on!”

10. The 3-Call Selling / Closing System Points of Interest POSITION YOURSELF AS A COUNSELOR, MEDIA CONSULTANT, PROBLEM SOLVER. NATIONAL SALES STATISTIC: 80% OF SALES AFTER THE 5 TH CALL – MINE IS 80% BY THE THIRD CALL! I AVERAGED TWO COLD CONTRACTS PER WEEK WITH THIS SYSTEM STEVE JOBS: “WE NEED TO BE REALLY CLEAR ABOUT WHAT WE WANT OUR CUSTOMERS TO KNOW ABOUT US.”

11. Propose a “Business Marriage” Focus on the relationship Build a solid trust bond Factor”

12. FIRST CALL – Establish credibility. Identification – Who are you? Rapport – “Likeability Factor” Creation of Interest – “Gravitational Selling”

13. SECOND CALL – Build Trust. Do some fact-finding. Do a rough layout. Ask about budget.

14. THIRD CALL – Solidify Belief. Presentation – layout then marketing plan Dealing with objections Closing techniques

15. Power Closing Sentences Let’s get started… Can we move forward? I think this is the best program… I understand what you want… After careful market research…

16. Conclusion: What is the purpose of this approach?

17. What if the prospect is not closed by the third call? The 4 th Call What if they’re still not closed?

18. QUESTIONS? Further comments-- Email me at bob@bobberting.combob@bobberting.com

19. BONUS FOR TODAY: Email me for a complimentary copy of my eBook: Dynamic Advertising Sales and Image Power.

20. “Thank you for attending!”