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Selling Local Advertising: The Best Kept Insider Secrets To Create Local Advertising Sales, FAST! Paperback – January 16, 2013
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"...this book could be worth 1000 times the tiny investment asked here and you need to read this book!" Steven W. Solem Internet marketing Guru
"Written by a real salesman, not just a trainer, you'll learn an astonishing number of secrets and techniques that you can start using straight away, either by yourself or your sales team." D. C. Wiggs Author
"Selling Local Advertising is one of those rare books that just delivers. There is no filler in this book it is just one great idea after another presented in short quick chapters." Aaron Doud Salesman
"The sections on answering sales objection is particularly useful. You really get to see that most answers you read about in sales books, just don't work. But Mr. Whitacre shows you how to see objections from the customer's perspective. A novel approach that makes perfect sense." Lisa Ryan. Author The Upside of Down Times: Discovering the Power of Gratitude
"A great section is overcoming objections. I recently have used the technique to not discount an advertisement in order to sell it. I presented the offer as a last chance opportunity for the client to get his name in the homes of 5,000 people. He bought the ad." Bill Walsh Advertising Salesman
"Claude doesn't cover everything, he just covers everything that matters....and even better, so know instantly you're reading the words of an experienced pro - not a theorist, not a pretender." BruceFL Salesman
From the Author
If you have already read the book description, you're at that point now where you are thinking "Should I get this book?". Well, I'm going to let you in on a secret....
In my 40 years in selling and sales management, studying and testing sales techniques and advertising strategies, I'm discovered something...
Your income as an advertising salesperson doesn't grow steadily over the years. It grows in leaps and bounds. It takes a jump and then plateaus. What causes these leaps? A new sales strategy, a tested technique you learned from a mentor, a new sales approach that excites you......
This book can give you that next leap up.
In my career, I've been fortunate enough to meet top salespeople in dozens of different industries. The vast majority of what I have learned about selling, I've learned from the best salespeople in industries other than my own. Once you understand why a sales or sales technique works, you can apply it to any type of selling.
So if you are asking, "Will the methods I learn in this book work in my advertising sales business?"....the answer is Yes.
If you decide to read Selling Local Advertising, I can promise you this; Everything you read is true. Every strategy and sales technique is tested and works.
You're getting my best stuff, for the price of a sandwich.
I hope you like it.
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Top customer reviews
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When a person opens up a small business, they do so because they are (usually) an expert in the type of business they are opening. Rarely do they have a grasp of how to market this business. So what do they do? They follow the advice of fellow small business owners who try to mimic large companies with huge advertising budgets. Which is not an effective way to advertise a small business. Claude shows you how small businesses should advertise.
Claude provides you with actionable steps that you can take as a sales person to increase your closing ratio, and build trust with the customer. This leads to repeat business and the customer begins to think of you as part of their marketing team.
A great section is overcoming objections. I recently have used the technique to not discount an advertisement in order to sell it. I presented the offer as a last chance opportunity for the client to get his name in the homes of 5,000 people. He bought the ad.
He talked about selling, and so resonated with me, I thought he had been in the same kitchens and living rooms and showrooms and sales lots as I was!
More recently, I picked up his new book "Selling Local Advertising", and the Claude 'Magic' just continues. This book could serve as a bible for any serious sales practitioner. Claude doesn't cover everything, he just covers everything that matters....and even better, so know instantly you're reading the words of an experienced pro - not a theorist, not a pretender.
I learned all I know about selling and marketing from books like this and men like Claude. Don't miss the opportunity to learn from him - it's priceless, really.
I read this on my kindle iPhone app which is how I read most books these days. I rarely highlight anything in the books I read yet with this book I highlighted 33 points so I could go back to them whenever I needed to. The 4 Hour Work Week is pretty much my favorite “business book of all time and even that book I only highlighted 25 things. And that book is 3 times as big as this one.
That is just jam packed value. Very few books do I read multiple times. And very few books do I recommend. I plan to read this book multiple times and I have already put it on my recommend list. When it comes to business and selling books that is a very small list, a list full of big names like Zig Ziglar and Chet Holmes.
This book is targeted at advertising sales and I can say for anyone getting into advertising sales this could be your quick and painless training manual. But I don’t think it is just for advertising sales professionals. Any sales professional will find value in it. Those who do B2B sales will get a bit more as will those who do outside sales as some points in the book are very directly aimed at B2B outside sales. But on the same token even a guy selling cars will get a lot of value out of this as many of the lessons are universal. Who knows you take a good inside sales guy on a car lot and arm him with this book and he might even find new ways to prospect.
I’ve done a ton of sales and I have done 17 tons worth of sales training. And the vast majority of that training sounded the same from one trainer to the next. Each saying what they know the Sales Managers and Owners want to hear. I mean after all the Sales Professionals they are training are not their customers, those Managers and Owners are. So a lot of training falls on deaf ears. The Sales Professionals out there have heard it once and heard it a thousand times. But it doesn’t help them sell more.
That is where this book and the training inside it are so different that it stands out. This guy has walked the walk and talked the talk. You can tell he is giving it to you straight and every single thing he suggests he has personally done and had it work for him. He isn’t talking a lot of BS.
Of course no book is perfect and I believe the inexperience as an author comes through. Many of the chapters are two short. I would love to have seen them expanded with more examples and more stories from the field. This is something I think an editor at a big publishing house would have told him and I personally hope one day he gets to work with a large publisher who can take his writing to the next level. This book honestly needed to be padded a bit and expanded. I hope Claude will read this review and consider down the road releasing an expanded and revised vesion.
The other thing I noticed is there is a bit of blatant self promotion in the book. Though I will admit the book and that self promotion have influenced me to read his other books. So it was not bad. Nor did it reach the level of what Tim Ferriss does. The difference is Tim is a master self promoter so it comes off smoother and not as jarring. Once again this something I think a professional editor from a big publishing house would help him overcome.
Yea my only two complaints on the book were minor and the one is really me being hungry for more. I wish the book had been two or three times as long and he could have given more examples to really hammer home the lessons.
I got this book when it was on sale for 99 cents but it is well worth the $10 or so he normally sells it for. I’m honestly tempted to mail this author the other $8 or $9 bucks because I feel like I ripped him off getting it on sale.
I understand from reading the book that he does speaking and I hope to one day get a chance to see him speak. And if I happen to ever be passing through that part of Ohio I’d love to look him up and buy him dinner or take him out for drinks. I believe the value I would get back from that conversation over dinner would be 100 times or more what I would spend.
My advice is if you are a Sales Professional you need to buy this book for your training library. I can’t see anyone buying this book being disappointed in it. I will recommend it to others and hope if you read it and enjoy it you will do the same. He is too much of an unknown for this to go big. But this book can help one Sales Professional at a time if we make sure to pass it on to others we know. And I think as Sales Professionals we owe it to each other and our profession to help others become better at selling.