The Sales Sat Nav for Media Consultants (PDF)

This book shows media salespeople the optimal sales process using a structured step-by-step guide: When using a sales navigator, it accompanies sellers from the media business using different roads and guides them from the start - the search for suitable customer potential - to the objective: closing the sale.

The author points out all the construction sites and detours, such as objections or tactical price negotiations, but also shortcuts, such as recognizing early buying signals. After all, the sales process always follows a clear structure, and knowing this structure, practicing the appropriate techniques, and applying them continuously can lead to noticeably more sales.

From the contents
- Follow the road - The preparation and research avenue
- Turn Right - Starting the Conversation with a Pattern Interruption
- Accelerate - The appointment
- Detours - Objections, pretexts and how to deal with them
- No speed limit - The appointment opening with confidence building
- You have reached your goal - The conclusion

The Author
Ricky McKenna has worked in sales for over 25 years, advising sales organizations at many newspaper publishers, radio stations and TV stations in Germany and Austria. Before becoming self-employed, he held senior positions with marketing companies and a private radio station in Austria.

The translation was done with the help of artificial intelligence. A subsequent human revision was done primarily in terms of content.