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Be an Invaluable Resource to your Advertising Clients: An advertising rep workshop


Oct 8, 2020


AE Workshop Webinar


Mary Firestone



America East News Media Summit

Making an advertising sale is great! You’ve closed a deal, earned a commission and perhaps even hit your goals. However, building and maintaining lasting relationships with your advertisers is the key to your long-term success. Effective sales professionals understand the value of asking the right questions and listening attentively to the answers before formulating a recommendation. This webinar workshop will provide you with the knowledge, tools and training to become an asset to your clients and a top-performer within your organization.


COVID-19 was devastating for most local and regional business owners.  So, how do we as sales pros sympathize, but get back to that much-needed marketing conversation?  Media sales coach Ryan Dohrn will share 7 ways to re-ignite the conversation with style, ideas, and realistic expectations.  From handling objections like COVID has killed our business to the objection of I am too busy now to explaining the “marketing bump” to email templates to perfect post-COVID prospecting times to revised pricing options.  Come prepared to laugh and learn from a media sales pro that still sells today and has touched over half a billion dollars in ad sales over his 30-year career.

10:00 a.m. – 11:00 a.m. – FLIPPING OBJECTIONS ON THE SPOT! 

Objection handling is a skill that all salespeople need to master. Ryan will highlight the six most common objections media salespeople face on a daily basis and show you how to flip those objections into closed deals with ease and style. Because Ryan sells media every day, these objections and scenarios are timely, relevant, and practical. Ryan will dig deep into objections like, “I’m moving all my advertising to social media.”  And, “I am not seeing ROI from print.”  And, “Why don’t you just write an article about my company?”   This interactive workshop is designed to give sales reps at all levels the skills they need to walk into any conversation with an advertiser with confidence. With 25 years’ experience in the media sales business, Ryan has heard it all. And because he still sells media today, his responses will be relevant, timely, and right on the mark!

11:00 a.m. – 12:00 p.m. – HOSTING SALES CALLS THAT CLOSE BUSINESS!  

So You Booked a Meeting… Now What?  Ryan will share his brand new, six-step sales call process that’s focused on closing business – on the first call!  Ryan will show the proposals used to close deals and explain the process to present ideas on the spot. Learn the strategies to help you secure business when you have the client’s attention right now. See why your media kit might be killing deals. Get an up-close look at the psychology behind advertisers’ decisions.  This workshop is critical if you want to close more deals, or not get caught in the endless loop of chasing clients once they have agreed to a proposal. Reduce risk, increase sales, and save time in the total sales process.


Ryan Dohrn, Brain Swell Media


This free three-hour webinar is scheduled to begin promptly at 9 a.m. Registrants must have both a computer and audio/phone in order to participate.

There is no cost for this webinar but you must pre-register.

To register, complete the form below, email PNA, or phone (717) 703-3069. Participation instructions will be emailed one or two days before the session.


October 8
9:00 am - 12:00 pm
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Pennsylvania NewsMedia Association

Due to the coronavirus pandemic, the Pennsylvania NewsMedia Association postponed the 2020 America East News Media Summit. We still feel strongly that the high-caliber speakers and quality content that was slated remains a valuable resource for you and your team, so we have organized a series of complimentary webinars that will feature much of that content, as well as several new additions.

Visit the America East News Media Summit page for a complete listing of these webinars.

To view more PNA training opportunities, visit our Events & Training page.