4 legged sales calls:
Our time with the account executives in the field is where the real training often begins. Not only product knowledge and familiarity skills are honed but actual sales knowledge and invaluable presentation skills are practiced.
The account executive is present while several different business types are presented with the products their Media Company has and observes the entire process. From the time we walk in the door and greet the Decision Maker to actually asking for the order and “Closing the Sale”, we are working to ensure the account executive is getting the most out of the experience.
Thorough and positive familiarization with the products, the proper method of presentation and actually asking for the order or “Closing the Sale” are our goals at the actual presentations in the field.
The actual presentation is not the only benefit to the sales team member. Training begins on the way to the appointment. It is in the conversation that precedes the call where proper needs assessment questions are raised by the Spark executive. If it is found that the account representative does not have a thorough understanding of what the clients goals are, what their most profitable products and services are, or what types of advertising they are currently employing, we tailor the presentation to glean this info before the products to be presented are chosen. It is in this way we ensure the right product mix is presented and that the account executive understands the needs assessment process and importance.
The skills the account executive learns and practices in the field with the Spark Trainer helps them increase their effectiveness in all advertising product sales. Our goal is to not only generate a large amount of sustainable revenue during these calls, but to ensure the account executive can carry on the process after the Spark Trainer departs.
We also cover important topics like “Time Management”, turning more active accounts in to annual contract customers, stealing market share from competitors, and building the rep’s book of active accounts. These topics are key, not only to the Media Companies’ Digital advertising sales but to sales of all products and services the account executive has to offer.
Spark Trainers have well over 100 years of combined direct sales experience. They have worked with literally thousands of clients and Media Account Executives in the field and offer a wealth of knowledge. Spark Digital Sales Group Trainers have sold over 60 million in advertising with account executive just like yours.
- Your premier sales training organization
- We help package, price, present, and sell advertising products in your market area
- Increase your customers Loyalty & Retention