Ad Sales Training Nation 5 Steps to Close More On the First Sales Call, Ad Sales Training with Ryan Dohrn
Mar 30, 2018
A revised five-step system for closing more deals on the first sales call, including building trust fast and asking probing questions. Techniques for presenting tailored proposals on the spot and using a match-game close to control follow-up. Discussion of Facebook and privacy, how publishers can leverage first-party data, and white‑label services to expand social and integrated ad offerings.
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Build Trust Fast And Ask Critical Questions Early
- Build trust fast by researching the advertiser and weaving probing questions into your intro instead of separate small talk.
- Cite specific assets (Facebook posts, website, news mentions) and ask how customers responded and what one new customer means to their business.
Share Longevity Success Stories Over One-Off Wins
- Share targeted success stories that demonstrate longevity and repeat business rather than one-off big wins.
- Mention clients who've run with you for years to suggest reliability and make the example memorable.
Ask Presence Competitive Or Dominate Instead Of Budget
- Ask whether the advertiser wants to have a presence, be competitive, or dominate instead of asking budget numbers.
- Present three pricing tiers tied to those goals so clients pick the level that matches what they actually need to spend.