KNOW YOUR COMPETITORS & WIN!

Know Your Competitors & Win! helps salespeople understand media measurement, terms and effectiveness. The idea is to build the customer's trust in his or her print salesperson and provide a greater opportunity to influence media plans.

Know Your Competitors & Win! was developed at the request of clients in small and large markets who needed additional help in combating the growth of competing media.

Know Your Competitors & Win! is available as a one-day or two-day workshop. Practice exercises are tailored to use recent data from the market.

TURNING THE PAGE

This one-day program is one of our most-requested products. In one day, we cover the techniques and key vocabulary of directory salespeople. We develop local information, examples and exercises designed to be immediately useful on sales calls. Coupled with an appropriate sales contest and good account targeting, your salespeople can be in the field closing new business for your traditional and online products the next day.

The ideal timing is roughly three months before your most costly directory closes for the year. We provide those dates and the published rate cards for all the directories.

Follow-up Options

• MediaSmarts is a bi-weekly quick read in PDF format covering the key things that print sales reps need to know about what their media competitors are doing. You'll receive an electronic copy at least every two weeks - a minimum of 26 issues, more as news from the world of competing media dictates. It's perfect for a quick sales meeting, for newcomers, or as a refresher.
  
  
• Weekly follow-up exercises for use by local sales managers to reinforce the core material in sales meetings. This material can be localized if necessary. We provide masters, a step-by-step leader’s guide with filled-in answers, and the right to unlimited internal use of these exercises.
  
  
• Our Advertiser Workshops give you the opportunity to help customers and prospects how to buy media, including your own. They'll be more knowledgeable and effective buyers by asking our questions of the salespeople representing the media in your own market.

Voices From The Field

"We closed the first sale (double the fee) before you even left town yesterday! Thanks again!"

“Great information – clears up a lot of misconceptions about radio and cable versus newspapers.”

“Coming from other media, I can attest tothe fact that Ed knows what he is talking about.”

“Great stuff! Now I have tools to train my staff.”

“Both Yellow Pages and our-of-home training were exceptional!”

“...Kept me riveted on the edge of my chair. I learned a lot.”

“I had no clue about our competing media before. This has armed me with valuable information.”

“I feel much more qualified to discuss radio and cable with existing and potential clients.”

“Great materials, excellent examples, easy to explain to customers!”

“Now I will be able combat many of my advertisers’ other choices.”

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