MOST REQUESTED SEMINARS
PUBLISHING
You need to generate more revenue for your newspaper group…
Let Irwin Pollack show you and your staff how!
If you’re like some papers, it’s easier for you to plan your training agenda by choosing from a pre-arranged list of our most-requested seminars. Others choose to create their own in-house custom program for sales or management training.
SALES SEMINARS
Newspaper Sales Magic. This is Irwin’s favorite sales seminar for the newspaper business. It’s three hours full of how to manage your territory like it’s your own business, prospecting ideas, ideas to overcome objections, all about the “needs-oriented” sales presentation, ideas for each of the four quarters of the year, and more. 3 hours
How to be a Wiz at Prospecting and Cold-Calls. Selling newspaper today
includes several steps, but it all starts with the first step – finding the prospect and walking in the door. Along with a hard-hitting list of where to find new prospects, Irwin also spends an hour on the magic of asking questions with his mini-seminar called, “What to Ask When You Don’t Know What to Say.” 90 minutes
Objections Boot Camp (Includes Just Released Report – “The 12 Steps for Overcoming Price Resistance.”) Overcoming newspaper sales objections is just like playing a tennis game...you volley the ball back and forth – the prospects object, you come back with an answer, they complain about the rate, you pretend you don’t understand, and the process continues! Then, toward the end, Irwin spends close to an
hour analyzing the root of price objections and shares some of the best comeback lines in the business! 90 minutes
How to Avoid the 30 Biggest Newspaper Sales Mess-Ups.
Based on his best-selling book, Irwin reveals the biggest mistakes that newspaper sellers make everyday, plus step-by-step solutions on how to overcome them. Perfect for dailies,
weeklies, community newspapers, free circulation, even niche papers. 90 minutes
The 79 Secrets of Newspaper Sales Super-Stars. One Los Angeles Print seller said this seminar – by itself – will represent close to $10,000 Extra revenue for him in 2008. How to plan your day, manage your accounts, qualify better, build a 13-week ad base, and show advertisers a return on their investment. 90 minutes
The Latest Ways to Sell Against Yellow Pages and Direct Mail.
Based on a two year on-the-street research study, Irwin reveals the 30+ ways to go after your competitors’ biggest weaknesses. In this step-by-step, how-to-do-it session,
participants walk away with an action plan that will help their ad count soar! 1 hour
A Year’s Worth of Car Dealer Ideas. “When Irwin was making sales calls to car dealers with our sales staff, we landed a $118,000 four-month contract.” In this session, he shares the proposal with sellers and outlines ideas for every month of the year. 45 minutes
How Ad Managers Can Earn $10,000 Extra Commission This Year.
Referred to by a New Orleans Ad Manager as “A soup-to-nuts seminar,” it’s a complete packaged session addressing virtually every aspect of newspaper sales. Whether you sell circulation, customized readership research, ideas, services (or yourself), Irwin’s hard-hitting, point-by-point seminar will shoot your earnings through the roof! 90 minutes
How to Understand Buyers and Predict Their Behavior. There are four basic client personalities, and each of them has four different ways they’ll act. In a how-to-do-it session, Irwin tells sellers it’s all about knowing that it’s “different strokes for
different folks.” The key is knowing which buttons to press, until one of them makes the client buy! 90 minutes
MANAGEMENT SEMINARS
Ad Director’s Graduate School This is quickly becoming the newspaper industry’s premier how-to-do-it sales management course covering the A-to-Z’s of leadership. Recruiting, interviewing, and hiring strategies. Cutting-edge accountability and tracking systems. The latest in territory management. How to develop and maximize individual potential. Specific ways to market your paper to non-advertisers. Plus, better ways to train, the latest incentive and compensation systems, how to generate a 13th month of revenue each year (as insurance), and more. Note: Each participant walks away with a 250-page workbook. 4 Hours
The ABC’s of Recruiting, Interviewing, and Hiring. It’s all about finding good people. Then, hot tips on interviewing, what to look for, watch out for, plus a realistic set of expectations for the first 30-, 90-, and 180-days. 2 Hours
Holding Newspaper Salespeople Accountable. Managing employees (and holding them accountable) is no longer a luxury. Rated one of Irwin’s best, this session is
co-billed, “You Can’t Manage What You Don’t Measure.” It’s 33 of the best ways for tracking sales activities, account list management, and your paper’s inventory. 90 Minutes
If You’re DEAD SERIOUS About
Improving Skills and Increasing Revenues at Your Paper…
You’ve Come to the Right Place!
All you need to know is how you like to learn.
- If you’d like to learn more about customized in-house sales or management training program from Irwin Pollack, click here.
- If you prefer listening to audio programs, reading, or watching videos click here.
- If you’re ready to invest in yourself, then learn more about the very powerful and personalized, one-on-one coaching opportunity with Irwin Pollack. click here.
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