DISCOVER Questions® Get You Connected: for Advertising Sales Professionals
abdollah bella
Description
Make every sales call count and be the ONE ad rep advertisers want to talk to! With DISCOVER Questions , you will be able to differentiate yourself from the pack, create value for your advertisers and connect in ways you never knew were possible. The research (20+ years with media sales reps and account executives like you!) and anecdotes from actual sales calls to advertiers will show you exactly how to become more effective in all stages of your sales process. You will advance the sale more efficiently when you use DISCOVER Questions and the sales approach described in this book.Read more
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Episodes (23)
INTRODUCTION
CHAPTER 1 Connect by Building Trust
CHAPTER 2 They Don’t Care How Much You Know Until They Know How Much You Care
CHAPTER 3 Aligning Your Sales Process with the Advertiser’s Process
CHAPTER 4 Value Is Inherently Personal
CHAPTER 5 Sellers Have to Create Value, Too
CHAPTER 6 Seller Differentiation
CHAPTER 7 Questioning with Strategic Intent
CHAPTER 8 Question Construction
CHAPTER 9 Conversational Flow