If an advertiser insists on using a superlative, there are four simple ways to make it more acceptable. Just remember the acronym TOTE, veteran sales trainer John Foust writes.
First step: Tone it down.
These days, advertising professionals are conducting more online ad presentations than ever before. While there are some similarities with in-person meetings, there are some significant differences.
Veteran sales trainer John Foust takes a quick look at 10 of the biggest mistakes in online ad presentations.
There are other approaches to advertising creativity, but catalogs excel when it comes to descriptions of product features and benefits, writes veteran sales trainer John Foust.
In his latest installment of “Ad-Libs,” Foust points to some standout examples from L.L. Bean catalogs.
A headline can make or break an ad. It’s important to look for connections between what the audience needs and how the advertiser can meet those needs.
Veteran sales trainer John Foust gives suggestions for doing just that in his latest installment of “Ad Libs.”
Being observant can go a long way in selling advertising.
In the most recent installment of his “Ad-Libs” column, veteran sales trainer John Foustdiscusses five things to consider before approaching a potential new client.
In order to be prepared for anything you might need in an ad presentation, be sure to pack a “go-bag,” writes veteran sales trainer John Foust in his latest installment of “Ad-Libs.”
In his column, Foust highlights nine key basics to make sure to include.
There’s a reason why advertising veterans have always preached the value of product benefits. People don’t buy features, they buy benefits.
In his latest installment of “Ad-libs,” sales trainer John Foust discusses how publishers can drive this point home.
Two advertising sales stories, one lesson. When you’re face-to-face with a client, it pays to pay attention to what they’re saying.
Selling and teaching have a lot in common. Get your prospects involved in your sales presentation and you’ll likely find greater success.
Age, experience and interests make a big difference in sales. Cater your pitch to meet prospective clients where they are.
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