The Indiana Publisher

Page 2 September 8, 2016 MEMBER NOTICES Advertising Sales - A pro- gressive media company with products throughout Southeast Kentucky has an opportunity for a sales profes- sional with a burning drive to excel. We offer advertising opportunities via newspapers, magazines and websites in established markets. Qualifications include: previ- ous media sales experience that includes print and digital advertising, advanced com- puter skills, self-starter able to excel without constant guidance, cold call specialist, outstanding oral and writ- ten communication skills, the ability to develop, plan and implement advertising sales strategies for a wide vari- ety of clients, and deadline driven. This position offers an attrac- tive salary plus commission plan and benefits package. Interested candidates should send cover letter, resume and salary requirements to: bhan- son@cnhi.com. Reporter - Five-day daily in Central Indiana seeks a reporter who is not afraid of making a difference and telling our community's stories in an engaging and invigorating style. This full time, available-now position requires an individual who can multi-task, develop sourc- es and leads, meet deadlines and be part of a team that is energizing print media in our community. This newspaper is an ideal training ground for new reporters. Photography and digital media skills are a plus. Competitive salary. Benefits include paid vaca- tion, holidays and health insurance. If interested, send a resume, and a sample of your best clips to the editor at ltomaszewski@perutribune. com. Advertising Director - The Shelbyville News is seeking an advertising director to manage a staff of three and develop new publications. We are also seeking a retail advertising salesperson. To apply, send your resume and three business references by email to publisher158@gmail. com. For more information, call Bob Hansen, publisher, at (765) 575-4650. Part-Time Sports - The Shelbyville News is looking for a half-time sports reporter for coverage of local (mostly high school) sports. Send email with your resume to jbrown@shelbynews.com. Advertising Sales - The Connersville News-Examiner is seeking an advertising sales person to sell to local business accounts and help develop new products. Send an email with your resume to bhansen@pmginmi.com. Advertising Sales Manager - Successful, dynamic, mul- timedia advertising sales leader, sought for employee- owned newspaper in Central Indiana. This is an ideal posi- tion for someone who doesn't want to hide in an office, but is addicted to being out in the field interacting with advertisers. We are seeking a team player that understands the many aspects of advertis- ing and the value the entire newspaper operation brings to the community and its adver- tisers. We're interested in your expertise in new revenue initiation, strategic thinking and creative thoughts. The company offers a competitive salary, an incentive plan, and benefits including a retire- ment plan. If this sounds like the opportunity you've been dreaming about, please send your resume and salary his- tory to: Personnel Director, P. O. Box 226, Spencer, IN 47460, or email to personnel@ waprinting.net. Employee Sought HSPA staff Steve Key, executive director and general counsel skey@hspa.com • (317) 624-4427 Pamela Lego, MAP advertising director plego@hspa.com • (812) 350-7711 Yvonne Yeadon, office manager yyeadon@hspa.com • (317) 624-4433 Shawn Goldsby, statewide advertising manager sgoldsby@hspa.com • (317) 803-4772 Jamar Cobb-Dennard, communications specialist news@hspa.com • (317) 624-4430 The Indiana Publisher is published monthly by Hoosier State Press Association, 41 E. Washington St., Suite 301, Indianapolis, IN, 46204, (317) 803-4772. ISSN 0019-6711 USPS 058-730. Periodicals-class postage paid at Indianapolis, Ind., and at additional mailing office. Postmaster: Send address changes to The Indiana Publisher, 41 E. Washington St., Suite 301, Indianapolis, IN, 46204, (317) 803-4772, Fax (317) 624-4428 Website: www.hspa.com Subscriptions $25 per year. Ad rates furnished upon request. HSPA calendar Now Bicentennial series available for download at www.HSPAfoundation.org Sept. 15-16 HSPA & Foundation Annual Conference + Advertising Awards Gala, Indianapolis October Newspapers publish USPS Statement of Ownership Dec. 3 Newsroom Seminar + Awards, Indianapolis HSPA Foundation Board of Directors HSPA Foundation Officers HSPA Foundation Board of Directors HSPA Board of Directors HSPA Officers President: Chris White, The Times Media Co. Secretary/Treasurer: Chuck Wells, AIM Media Indiana HSPA Board Members John Haley, Pulaski County Journal (Winamac) Robyn McCloskey, Pharos-Tribune (Logansport) and Kokomo Tribune Greg Morris, IBJ Corp. Jon O'Bannon, The Corydon Democrat Pete Van Baalen, Fort Wayne Newspapers President: Nancy Grossman, Leader Publishing Vice President: Michael J. Christman, Fort Wayne Newspapers Secretary: William "B.J." Riley, CNHI Treasurer: Jeff Rogers, AIM Media Indiana Curt Jacobs, The Madison Courier Barbara King, North Vernon Plain Dealer & Sun Patrick Lanman, Vevay Media Group Mark Miller, The News-Banner (Bluffton) Jack Pate, Evansville Courier & Press John Rumbach, The Herald (Jasper) See Notices, Page 4 T he best clients in advertising sales can be the hardest to close. Here are a few techniques used by some of the best in the business to bring in a new happy customer: • Alternative choice close: also called the positive choice close, in which the salesperson presents the prospect with two choices, both of which end in a sale. "Would you prefer that in red or blue? • Apology close: in which the salesperson apologiz- es for not yet closing the sale. "I owe you an apolo- gy. Somewhere along the line, I must have left out important information, or in some way left you room for doubt. We both know this product suits your needs perfectly, and so the fault here must be with me." • Assumptive close: also known as the presump- tive close, in which the salesperson intentionally assumes that the pros- pect has already agreed to buy, and wraps up the sale. "Just pass me your credit card and I'll get the paperwork ready." • Balance sheet close: also called the Ben Franklin close, in which the salesperson and the prospect build together a pros-and-cons list of whether to buy the prod- uct, with the salesperson trying to ensure the pros list is longer than the cons. • Cradle to grave close: in which the sales- person undercuts pros- pect objections that it is too soon to buy by telling them there is never a convenient time in life to make a major purchase, and they must therefore do it anyway. • Direct close: in which the salesperson simply directly asks the prospect to buy. Salespeople are discouraged from using this technique unless they are very sure the prospect is ready to com- mit. • Indirect close: also known as the question close, in which the sales- person moves to the close with an indirect or soft question. "How do you feel about these terms" or "how does this agreement look to you?" • Minor point close: in which the salesperson deliberately gains agree- ment with the prospect on a minor point, and uses it to assume that the sale is closed. "Would the front door look better painted red? No? Okay, then we'll leave it the colour it is." • Negative assump- tion close: in which the salesperson asks two final questions, repeat- ing them until he or she achieves the sale. "Do you have any more ques- tions for me?" and "do you see any reason why you wouldn't buy this product?" This tactic is often used in job inter- views. • Possibility of loss close: also known as the pressure close, in which the salesperson points out that failing to close could result in missed opportunity, for example because a product may sell out, or its price rise. • Puppy dog close: in which the salesperson gives the product to the prospect on a trial basis, to test before a sale is agreed upon. • Sales contest close: in which the salesperson offers the prospect a special incentive to close, disarming suspicion with a credible "selfish" justi- fication. "How about if I throw in free shipping? If I make this sale, I'll win a trip to Spain." • Sharp angle close: in which the salesperson responds to a prospect question with a request to close. "Can you get the system up and running within two weeks?" "If I guarantee it, do we have a deal?" SOURCE: https://en.wikipedia.org/ wiki/Closing_(sales) Winning techniques close sale, create happy customer

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