Converting Sales Opportunities
Do you find it hard to get meetings with the clients you really want?
Are you struggling to present a clear cut convincing reason why they should buy from you?
If you are talking to one new prospect every a week, 52 a year, and think you have a good conversion rate that averages 50%, why aren't the other 26 companies doing business with you?

Some Answers
The answer is that all media salespeople need a greater understanding of marketing and the ability to make someone see why they need to buy your media above those being presented by the competition.

To do this you need to be able to create world class questions, understand what motivates people to buy, you need to listen and you need to be clear, not clever, when presenting your solution.

Do not make the same empty claims your competitors do, do not appear clever, pleased with your track record - they want to know how you can help them, just listen and present to people what they already need, what they are already wanting to buy to help them have a better, stronger more professional business.

Missing Opportunities?

Can you remember the last time you were sure you'd make the sale and yet you didn't and on reflection you knew you just needed a little more buy in from the customer and a stronger proposal and you'd have closed it!?

Now is the time to learn from your mistakes and stop loosing opportunities.

Understand clearly what is great about you and your business and make more sales - be able to make other people feel how you feel and they will buy. And when your prospect says they are satisfied with their current marketing, you'll ask them if they'd prefer increased results and more profitability over mere satisfaction. Salespeople are expensive - make your investment work

A single word in an advertisement costs on average £30, and a single hour of a salespersons time can cost hundreds. Your marketing that requires a salesperson to close will only be effective if that salesperson is highly capable. Or it is a wasted lead and a waste of your marketing spend.

Train yourself and your salespeople so they can perform to the best of their ability and you will see your profits rise.

Sales is an Art - Marketing a Science

The art of the business conversation is an effortless one for the professionally trained salesperson. It comes naturally without pretension and is simply a case of two business people discussing products and services and developing business strategies that will have a positive effect for both parties.

The Reality Sales Structure has been delivered as a bespoke course to hundreds of salespeople. We are now able to offer this module as a one day Open Course in a Central London location at a price anyone can afford.

100% guarantee of satisfaction. We totally guarantee your satisfaction of The Reality Sales Structure Open Course. If you aren't 100% satisfied with The Reality Sales Structure by lunchtime on the day, just let us know and we'll give you a full refund.

12 of The Proven Powerful Techniques You Will Learn:

1. How to do fast research that shows you are highly informed.
2. How to get a meeting quicker with the key decision makers and not waste your time talking to people with no authority.
3. How to have a brilliant effective opening that starts the business conversation and sets you apart from your competitors.
4. You'll discover the 3 best sales questions that exist.
5. Learn the 4 ways to respond to any difficult question.
6. How to discuss 3 areas of their business and impress every time.
7. Help clients understand the 3 best ways to grow their businesses.
8. How to present your company and your products more powerfully than any other salesperson they see.
9. How to understand what type of person you are dealing with and make your proposal speak directly to them.
10. How to offer free marketing advice that's extremely valuable.
11. The method for creating proposals that make complete sense.
12. How to deliver cost in the right way and reduce negotiation.

'I now have an actual process to follow with The Reality Sales Structure, and can spend time developing effective questions and preparing far better for every call.' Refreshed Media

'A great mix of learning, listening and interaction, lost of questions that kept us involved. I really benefited from understanding the three ways to grow any business which I can apply to my sales efforts and share with my clients.' Newsquest National Media Sales

Our Irresistible Offer To You

We are offering places on this course for £375 plus VAT. And if you book your place 3 weeks in advance of your course date you'll save £48, meaning you'll only pay £327 plus VAT! To book your place on The Reality Sales Structure Programme or speak to Jeremy Blake or Bob Morrell, your trainers, call now on 01280 824 808 or email your interest to: jeremy@realitytrain.co.uk

You will learn how to help your prospects see clearly why they should work with you more than any other salesperson providing a similar solution. You'll also develop skills and knowledge that will ensure you hold onto your existing clients, saving you considerable time and money in acquiring new ones. The courses will run from 8.45 am to 5.15 pm on Thursday 21st February, Thursday 22nd May and Thursday 23rd October 2008 at Woburn House.

100% guarantee of satisfaction. We totally guarantee your satisfaction of The Reality Sales Structure Open Course. If you aren't 100% satisfied with The Reality Sales Structure by lunchtime on the day, just let us know and we'll give you a full refund.

"A stimulating session, you really got the troops thinking more deeply about their sales role and how they can get more out of it." Yell

"REALITY is a lifesaver! - I found the exhibition sales experience totally undaunting because I knew I had the security of the REALITY WIN structure to fall back on. I secured business from existing customers as well as plenty more to follow up. Thank you for all your input and I enjoy reading the newsletters!" Sales & Marketing Manager Positive Active Publishing

"Jeremy and Bob work well together. The content of their courses is relevant, up-to-date and inspirational. Their delivery is captivating and, where appropriate, entertaining. I commend them to any publisher who is prepared to embrace the Internet in a positive way." Joanna Parlby Joint MD Newark Advertiser

"You'll be pleased to hear that everyone thought it was a good session with some thought provoking ideas to put into practice for their next sales pitch. You lifted everyone's spirit with your witty and entertaining jokes and comments." Alison Jennings - Macmillan Publisher

A 1% increase in sales conversions pays for Reality's training tenfold - we got 10%' Will Pugh - Sales & Marketing Director, Yorktest

P.S If you book your place before 4th February we'll also give you a copy of our new book, The Death of Late Space, Your Guide to Success in Media Sales, which contains a whole host of sales techniques which are universal.

This book retails at £19.75 and will be yours, FREE, with our compliments.

"This excellent little book really challenges how we sell and how to do better in a changing media world." Neil Thackray, CEO, Nexus Business Media

Here are some of the things 'The Death of Late Space, Your Guide to Success in Media Sales', does:

• Tells the story of the history of selling
• Gives salespeople a clear understanding of marketing
• Enables you to develop an incoming enquiry structure that is unique
• Defines the 3 different types of buyer that exist
• Presents over 18 pages, The Reality Sales Structure - our sales process
• Makes crystal clear what people are really buying
• States the absolute importance of good story telling
• Lets you see how vital a strong rate card strategy is
• Helps you to deal with agencies in a way that they welcome
• And you'll learn how to manage salespeople differently to produce outstanding results, reduce staff turnover and become popular!

Venue Details
Woburn House Address and Directions
Woburn House Conference Centre
20 Tavistock Square
London
WC1H 9HQ
020 7419 411

see their new website www.woburnhouse.co.uk

By Underground
Russell Square served by Piccadilly line
Kings Cross/St Pancras served by Victoria line, Northern line (City branch), Piccadilly line, Hammersmith and City line, Circle line, Metropolitan line
Euston served by Victoria line, Northern line (both branches)
Euston Square served by Hammersmith and City line, Circle line, Metropolitan line.
By foot from London train terminus
Walking distance from Kings Cross/St Pancras, Euston.

By bus from London train terminus
Bus stops for all main line stations are located in Tavistock Square or Euston Station Square forecourt.

By car
There is no car parking at Woburn House. The nearest parking is on metered parking in Tavistock Square. There are also parking meters in neighbouring streets. The nearest long-stay car park is NCP Russell Court on the corner of Woburn Place and Coram Street WC1.

Entrance to Woburn House
The main entrance to Woburn House is opposite the gardens at the north end of Tavistock Square. There are two goods entrances in Tavistock Square and Upper Woburn Place. Please report to the reception desk at the main entrance to arrange for either goods entrance to be opened.

Wheelchair access is via the main entrance
Woburn House website address is www.woburnhouse.co.uk

For any additional information on hotels or if you have a particular food intolerance then please let us know so that we can help.

Jeremy Blake - Reality Training 01280 824 808
jeremy@realitytrain.co.uk

For more detailed course outlines of this and other courses fill in our express enquiry form