Media Sales: Effective Portfolio Selling

Overview

Course duration: 1 day.

Increasingly, sales professionals find themselves selling across a range of titles, and often to the same clients. Delegates leave this course with a structured approach to achieving increased revenue for their portfolio.  

Is it right for me?

Suitable for sales executives that are selling, under one banner, a number of publications to clients and agencies.

What will I learn?

By the end of this intensive course, you will:

• Offer clients a better account management service and sell the whole of the portfolio at once
• Understand the benefits of portfolio selling and how to put them across to clients and agencies
• Look at the benefits through the use of a case study and how consultative selling adds to the standard of service we offer
• Understand the structure of the sell and the development of solution centred proposals

What will it cover?

Introduction to Portfolio Selling

• Practical - "benefits of portfolio selling/implications of not selling portfolio"
• Plenary - key learning points

What Skills are Needed to Portfolio Sell

• Differences Between Prescriptive Title Selling and Portfolio Selling

Consultative Selling - an Introduction

• The consultative diamond

The Structure of the Sell

• Introduction to influencing tools
• Questioning and listening
• Tactical probing

Developing Solution Centred Proposals

• Managing concerns
• Calling for action

Introduction to Skills Practice - Briefing

• Skills practice
• Personal action plans