Ad Sales Training Nation Overcoming the 5 Most Common Media Sales Objections, Ad sales training with Ryan Dohrn
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Feb 28, 2018 Five common media sales objections get broken down with practical rebuttal ideas. Geo‑fencing and precision location targeting are explained with real use cases like dealer and event targeting. Strategies for client retention, recovering after big losses, and practicing objection handling are discussed to sharpen sales conversations.
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Why Word Of Mouth Isn't Enough
- Word-of-mouth marketing loses control because untrained customers carry your message.
- Ryan Dorn illustrates with a restaurant example where a merely 'fine' experience rarely becomes a recommendation and can quickly be forgotten.
Start ROI Conversations By Asking Expectations
- Ask advertisers what they expected and verify expectations against spend and campaign goals before judging ROI.
- Ryan Dorn recommends calculating both initial and lifetime value of one customer to show realistic ROI for different spend levels.
Direct Response Won't Fit Complex Purchases
- Some advertisers try to force direct response tactics onto products that need branding and consideration.
- Dorn warns that expensive or research-heavy purchases require long-term branding, not immediate 'buy now' creative.