Synopsis
Most salespeople love to sell - love the thrill of the chase and the victory - but really great salespeople understand that true success in the advertising sales business occurs when their clients win. If their clients win, they’ll get the chance to work with them for a very long time. In six thought-provoking sections, professional media sales trainer and management consultant, Jim Doyle, provides insight into the secrets of how top achievers approach the advertising business. With topics such as how to make effective sales calls and handle objections, and how to build long-standing business relationships and provide outstanding customer experiences, this book will help advertising sales reps implement strategies that make them stand out from the crowd and have happy clients who renew. If you're an Account Executive who wants to make money selling advertising and have a career filled with incredible opportunities and lots of personal AND financial rewards, let Don't Just Make A Sale... Make A Difference! be the difference-maker for you.
About the Author
Jim Doyle began his broadcasting career as a TV sales rep in Portland, Maine. During 30+ years in advertising and broadcasting, he has owned an advertising agency, been Director of Sales for a TV station group, and General Manager/part owner of a radio station. Jim has served as Chair of the TV-B Sales Training Committee. In 1991, he founded Jim Doyle & Associates, a sales training and management consulting firm, specializing in helping television sales reps and managers build successful partnerships with advertisers and significantly grow revenue. Jim has presented marketing workshops for business people in more than 500 cities, nationally. In addition to Don’t Just Make A Sale... Make A Difference, Jim is the author of Prime Time: Transforming Your TV Sales Staff Into A Sales FORCE, a book for sales managers who want a road map to success in the new TV business; The Leaders Edge, a weekly coaching newsletter for television sales managers; and numerous audio and video programs, including UPGRADE Selling®, The ADvantage – Producing Ads that Renew; Significantly Increasing Dealer Ad Impact; and TVSales.101 – Succeeding in The Digital Age of Television - a basic selling program for new and veteran AE’s. He is a Certified Speaking Professional with the National Speakers Association. Jim has two grown children and lives in Sarasota, FL with his wife, Paula.
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