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Sales
Training:
Our advanced Yellow Pages sales training programs increase
the sales representatives’ understanding of their
product as well as their advertisers’ needs and
concerns. The training programs are conducted by Better
Business Builders, Inc. trainers or are available with
train-the-trainer programs that enable publishers’
trainers to effectively conduct the training.
The
core training program, “The Truth About Yellow
Pages” consists of a binder containing:
- A
copy of the book, “THE TRUTH ABOUT YELLOW PAGES”.
- Questions
and answers sections for each chapter in the book.
- Material
on the business concept, “The Occupancy Theory”.
- A
section containing the slides used in the training
for note-taking purposes by the sales representatives.
- Two
DVD’s of an advertiser workshop conducted using
the words and concepts taught in the book and the
training.
- Two
audio CD’s telling sales representatives how
and when to use the concepts learned in the training.
Other
training subjects include:
- Understanding
the two-sided customer: the person and the business.
- Competitive
selling.
- “Sorting”
– an account evaluation and planning tool.
- Effectively
presenting pricing programs.
- Other
programs custom designed to meet publishers’
educational needs.
Our
training programs are “real time” due to
our work with advertisers in helping our clients improve
their profitability through the more effective use of
Yellow Pages advertising.
Participants’
quotes include:
“Valuable
experience. Received new outlook on advertiser’s
perspective. A realistic approach to understanding
Yellow Pages value to advertisers and me.”
“Excellent
info based on facts and common sense.”
“Insightful,
articulate. Puts customer first. Will increase my
sales and ability to discuss business not just Yellow
Pages. Appreciate experiences he brings, honesty,
controlling group and getting all info to us in a
timely manner”.
“It
helps me to talk to my business/customer more knowledgeably
about my product and how it can help my customer”.
We
provide consulting services to Yellow Pages publishers
in the areas of:
- Pricing
plans
- Product
development
- Sales
training to make their sales representatives more
effective educators of their product.
- Competitive
selling
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