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  • Home
  • About
    • About FMA
    • Board of Directors
    • Facts & Figures
    • Member Benefits
    • Join Today!
  • Advertising
    • Current Week’s Ads
    • Next Week’s Ads
    • Member Directory
    • Associate Member Directory
    • FAQ’s
  • Conference
    • 2020 Joint Conference with AFCP
    • Memories: The “White Party” Beach Luau
    • 2019 Awards for Excellence Winners
  • Training & Networking
  • Announcements
    • It’s hurricane season. Are you ready?
    • Where’s Dave?
    • Nominating Committee’s Recommendations Confirmed
    • Hear ye, hear ye! CPF is now FMA!
  • Columnists
    • The President’s Message
    • Sales Training by John Foust
    • Kevin Slimp, The “News Guru”
    • CVC Updates by Tim Bingaman
    • Postal Updates by Donna Hanbery
    • “Get Real” by Peter W. Wagner
    • Sales Talk by Bob Berting

Sales Training by John Foust

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  2. Columnists>
  3. Sales Training by John Foust

How to Handle Advertisers Who Resist Change

  • Post author:Barbara
  • Post published:October 8, 2020
  • Post category:Sales Training by John Foust

Colleen is a veteran ad manager who has worked with just about every type of advertiser. “One of the most challenging prospects was a second-generation owner of a building supply…

Continue Reading How to Handle Advertisers Who Resist Change

Too Many Opinions Spoil a Presentation

  • Post author:Barbara
  • Post published:September 8, 2020
  • Post category:Sales Training by John Foust

Back when I was in the ad agency business, I made a logo presentation that turned into a fiasco. It was an uncomfortable reminder of the importance of a presentation…

Continue Reading Too Many Opinions Spoil a Presentation

“Showing” Beats “Telling” Every Time

  • Post author:Barbara
  • Post published:August 5, 2020
  • Post category:Sales Training by John Foust

On a visit to my eye doctor for a check-up, I noticed a poster on the wall in the examination room. It featured a series of photographs of the same…

Continue Reading “Showing” Beats “Telling” Every Time

A Strategy for Organizing Your Advertiser’s Information

  • Post author:Barbara
  • Post published:July 6, 2020
  • Post category:Sales Training by John Foust

I was talking to Greg, a veteran sales manager “Our sales team knows the importance of asking questions and gathering the right information,” he said. “But the key is to…

Continue Reading A Strategy for Organizing Your Advertiser’s Information

The Importance of Thinking Small

  • Post author:Barbara
  • Post published:June 9, 2020
  • Post category:Sales Training by John Foust

You may have heard about Volkswagen’s initial ad campaign. At a time when big gas guzzlers were the norm on the roads, a European carmaker had the seemingly impossible job…

Continue Reading The Importance of Thinking Small

A New Look at an Old Sales Technique

  • Post author:Barbara
  • Post published:May 4, 2020
  • Post category:Sales Training by John Foust

Carla has been selling advertising for many years. She has researched and tried a variety of techniques to answer objections. “Just about everybody knows the Feel-Felt-Found formula,” she said. “When…

Continue Reading A New Look at an Old Sales Technique

A Sales Principle That Bears Repeating

  • Post author:Barbara
  • Post published:April 4, 2020
  • Post category:Sales Training by John Foust

Carl is a marketing manager who has been on the receiving end of hundreds of media presentations. He knows a thing or two about effective sales techniques. “Most of the…

Continue Reading A Sales Principle That Bears Repeating

See the Other Person’s Point of View

  • Post author:Barbara
  • Post published:March 2, 2020
  • Post category:Sales Training by John Foust

A friend told me about the time his mom took him to the shopping mall to help her pick out a birthday present for his father. He was about six…

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One Way to Avoid the Accidental Sales Jibe

  • Post author:Barbara
  • Post published:February 3, 2020
  • Post category:Sales Training by John Foust

Selling and sailing have a lot in common. Consider the jibe.A sailboat cannot sail directly into the wind, but it can sail at angles to the wind. The closest point…

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Putting the Boss in an Ad

  • Post author:Barbara
  • Post published:January 2, 2020
  • Post category:Sales Training by John Foust

Sometimes it’s a good idea to feature a boss in an ad. Sometimes it’s not.Two ads come to mind. One shows a plumbing company’s president seated at the head of…

Continue Reading Putting the Boss in an Ad

A Formula for Testimonial Quotes

  • Post author:Barbara
  • Post published:December 9, 2019
  • Post category:Sales Training by John Foust

Testimonials can be convincing elements in advertising campaigns. Will Rogers once said, “Get someone else to blow your horn and the sound will carry twice as far.” It’s true that…

Continue Reading A Formula for Testimonial Quotes

Don’t Let Your Presentation Sputter at the End

  • Post author:Barbara
  • Post published:October 1, 2019
  • Post category:Sales Training by John Foust

Alex is an ad manager who wants his sales team to be professional from start to finish. “Some salespeople talk too much, especially at the end of a sales conversation,”…

Continue Reading Don’t Let Your Presentation Sputter at the End
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Recent Posts

  • FMA Plans for Evolving Future December 7, 2020
  • How to Handle Advertisers Who Resist Change October 8, 2020
  • Updated Mailing Lists May Be Required September 21, 2020
  • Temporary Price Increase for Commercial Parcels September 11, 2020
  • Newspaper Reps Need to Offer Their Customers More Assistance September 9, 2020
  • Too Many Opinions Spoil a Presentation September 8, 2020
  • USPS Planned Changes Postponed August 18, 2020
  • Best Guesses for 2021 USPS Rates and Promotions August 13, 2020
  • The Future of Newspapers Lies in the Small Towns August 6, 2020
  • “Showing” Beats “Telling” Every Time August 5, 2020
  • Always Attempt 3 Closes When Making Sales Calls July 7, 2020
  • Kevin Answers Questions July 7, 2020

Recent Posts

  • FMA Plans for Evolving Future
    December 7, 2020/
    0 Comments
  • How to Handle Advertisers Who Resist Change
    October 8, 2020/
    0 Comments
  • Updated Mailing Lists May Be Required
    September 21, 2020/
    0 Comments
  • Temporary Price Increase for Commercial Parcels
    September 11, 2020/
    0 Comments
  • Newspaper Reps Need to Offer Their Customers More Assistance
    September 9, 2020/
    0 Comments
  • Too Many Opinions Spoil a Presentation
    September 8, 2020/
    0 Comments
  • USPS Planned Changes Postponed
    August 18, 2020/
    0 Comments
  • Best Guesses for 2021 USPS Rates and Promotions
    August 13, 2020/
    0 Comments

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Categories

  • Announcements (4)
  • CVC Updates by Tim Bingaman (2)
  • Get Real by Peter W. Wagner (3)
  • Kevin Slimp, The "News Guru" (8)
  • Paper Dollars by Peter W. Wagner (1)
  • Postal Updates by Donna Hanbery (7)
  • Sales Talk by Bob Berting (3)
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