The role of the modern media sales person | Flume - Media Sales ...

As a media owner, do you know how radically your advertising clients needs are changing ? and how far your sales team need to change their approach to be successful?

In order to move with the times, media sales people have a very different role to play than they did in the past. First they need to educate their client, then tailor their messages, whilst being assertive in pushing their solution within the client business.

1)??????Education

Today?s sales person should focus on helping the client visualise the opportunities they are missing and show them how they can capitalise with the right intervention. However, not all clients are ready for the sales person?s solutions immediately.? The role is therefore to educate clients about the best way to buy and requires a more strategic approach to managing objectives for each client intervention.

2)??????Creative Tailoring

As clients focus more on integrating their marketing campaigns, it is imperative that the sales person helps the client to link together their recommended solution. It should no longer be seen as a collection of separate products which the client can cherry pick. Understand the message that the client is trying to push and use this to explore campaign content and the story of why the campaign will work when seen as a whole. Use your own stories to link your solution into a process that is so simple and logical that the client will wonder why they didn?t think of it themselves.

3)??????Assertiveness

Clients feel safer by sticking with the status-quo rather than using something risky that they are unsure will work. It is the sales person?s role to be the expert in the market-place and to be assertive enough to challenge client thinking and offer fresh perspectives to alter their thinking. A strong relationship is still very important, but the relationship where all a sales person does is succumb to everything the client says, just isn?t working today.

A longer version of this article appears on the Specialist Media Show website.

Source: http://www.flumetraining.com/2013/02/the-role-of-the-modern-media-sales-person/?utm_source=rss&utm_medium=rss&utm_campaign=the-role-of-the-modern-media-sales-person

hugo hugo nfl combine 84th annual academy awards beginners 2012 oscars the shore