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The Best and 'Easiest' Referral Gathering Technique
How to generate more referrals by offering a Free Gift for the person you are reffered to. Referrals are the BEST sales leads possible, because you can use the trust and authority of the referrer when making the sales call
Keywords: Roy Preece, refferals, sales leads, sales call

How to Make an Ad Space Sales Call
The structure of a sales call to sell advertising space to sell advertising. How to expose a prospect's 'pain' and then offer a cure for it.
Keywords: Roy Preece, sales structure, sales call, ad sales sequence, selling ad space

Using Emotional Proof
Emotional proof and testimonials (social proof) are more effective in persuading people to take action than the 'hard' proof of data, facts and figures. Use emotional proof first, then move to data.
Keywords: Roy Preece, ad sales, emotional proof, social proof, using stories, using testimonials

How to sell ad space in this tough market
Using bonuses and the word 'Because' to sell ad space in hard times
Keywords: Roy Preece, ad sales, bonuses, because, selling in hard times

Handling Objections Today
Clients are objecting to you more often. But they still need to advertise -- or go out of business. So you need to deal with their objections by MATCHING your offer MORE CLOSELY to their needs .... to the REULTS they are looking for. Here's how:
Keywords: Roy Preece, objections, advertising, matching needs, handling concerns

The Purpose of a Business
As well as investing money to make or buy a product to sell, a business ALSO has to buy ATTENTION. It's part of the cost of the product. The most cost effective way to buy attention is to advertise in the right media
Keywords: Roy Preece, buy profits, buy attention, advertise in right place

How much will your client pay to BUY a Customer?
How much will a business pay to acquire a new customer? If they could go to a 'customer store' and buy one, what kind of customer would they buy? Buying ad space is THE SAME as BUYING A CUSTOMER. Help your clients to see this.
Keywords: Roy Preece, ad space sales, buying customer, advertising, cost of customer, effective advertising

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