MNI Presents:  Handling the 15- 20 Most Common Objections
Friday, May 10, 2013

How often are you out on a sales call when you run in to roadblocks to closing a sale in the form of objections?  “Newspapers are dead!” exclaims your client.  “We’ve tried newspaper before, but didn’t get the response we want,” your client complains.  “I tried to run ads in your paper previously, but the salesperson never called me back,” replies your client.

This hands-on session will arm managers and sales staff with the skills to act quickly in the face of objections and present thoughtful, effective responses while out in the field.

During this all-day training session, attendees will identify and define the top 15-20 objections encountered by sales people.  Then, participants will discuss and role play the most effective solutions and responses for overcoming common objections.

Who should attend?  Advertising sales and management professionals

Register online now: http://mniadobjections.eventbrite.com

Presenter: 

Steve Gall is a 33 year veteran of the newspaper industry. He currently serves as Director-Multimedia Sales for the Pioneer Press and twincities.com of Digital First Media.  Prior to his return to the Twin Cities area, he served as VP Advertising for the Tacoma (WA) News Tribune and the Anchorage (AK) Daily News as well as Publisher of the Vail (CO) Daily.  Previously, he served as VP Advertising for the Knight-Ridder Duluth News Tribune and VP of Sales & Marketing for Murphy McGinnis Media, an independently owned newspaper company with 17 newspapers, 7 shoppers, and an Interactive company.
Gall received his BFA degree in Graphic Design with a business minor from the University of Wisconsin-Stevens Point.  He spends his free time enjoying the outdoors in Wisconsin or Minnesota either playing hockey, water skiing, snow-skiing, mountain biking or inline skating. When it is too cold to do any of those he’ll most likely be found at his drawing board drawing nature vs. enjoying it.

Workshop Information:

Date:  Friday, May 10

Tentative Agenda

9:45 a.m. –  Registration & refreshments
10:00 a.m. – Welcome and introductions
12:00 p.m. – Lunch and networking
1:00 p.m. – Reconvene
3:00 p.m. – Final questions, wrap-up, program evaluations

St. Cloud Times Training Room
3000 7th Street North
St. Cloud, MN 56302

REGISTRATION FEE: $55 (early bird, by May 3)/$65 (after May 3) — fee includes lunch
REGISTRATION DEADLINE:  Thursday, May 9, 10:00 a.m.
Register online now: http://mniadobjections.eventbrite.com
QUESTIONS? Please contact Sarah Bauer at sarah@mna.org or 612-278-0250.