Yellow Page Conversion Training

Objective

To provide one or two days of consulting to your account executives, training them with our exclusive program to convert advertising revenue from the Yellow Pages into your company.  This training will also include sessions on how to set and achieve goals, as well as effective cold calling techniques.

Pre-Planning

Our relationship will begin with an in-depth pre-planning phone call to cover the preparation required to achieve the highest level of productivity while we are in your market.  We will review the step by step process which is detailed for you in our comprehensive Managers Guide.

First Day

8:00 AM - 10:00 AM
Professional/Merchant Seminar sponsored by your company, that will educate the business community on how to reduce their YP cost, and why they should spend the money they save with you.  The sign-in-list for the seminar will become your "Hot Prospect" list for your first calls in the field.  This seminar is conducted by Don Benton.

10:30 AM - 4:30 PM
Sales training in the field.  We will call on half-page and larger Yellow Page advertisers where you have set appointments with the yellow page decision maker.  Two (2) or three (3) of your Account Executives will accompany us on each call where we will demonstrate how simple the conversion process is and how well it works.  This process will give your Account Executives the confidence necessary to make the program a success.

4:30 PM - 5:30 PM
Management meeting:  We will review with the management staff the latest management implementation techniques designed to achieve optimum results from the training program.

Second Day

8:00 AM - 4:00 PM
Yellow Pages Conversion training.  This session with the entire staff will be devoted to learning how Yellow Pages work, the sales presentation, the cost and codes of Yellow Pages, layout and design technique, handling objections, and general review with questions and answers.  We will also cover up to date selling applications as well as effective cold call techniques and goal setting principles.  Each Account Executive will receive their own hard cover, 95 page, step by step workbook that they will continue to use in the field long after the trainer has left your market.


Contact Don for a personalized quote!