Welcome to SMG

1. Welcome to SMG Meet Your Managers! Click the link above to Meet Us! Contact Your Managers Devon: devon@studentmediagroup.com or 484-885-4452 Cindy: cindy@studentmediagroup.com or 484-356-7657 Charles: charles@studentmediagroup.com or 484-467-0555

2. Navigating your Binder & Materials Front of your Binder: • Fact Sheet for your school • Story Problems—you’ll use these for one of your quizzes • Contract with numbers on it—you’ll use this with the Story Problems • 12 Reasons Why Sales People Succeed—things that will help you throughout this internship • Rate Sheet (double sided)—you’ll use this when learning Options to the Client • UDAC Codes—you’ll use this when learning how to fill out Paperwork • Headings—you’ll use this in both the Steps of the Sale and filling out Paperwork • Sales Process—you’ll use this when learning about the Steps of the Sale • Options to the client (double sided)—you’ll use this in the Options, Steps of the Sale and paperwork • Objections (double sided)—you’ll use this in Steps of the Sale • Plan-It Customer Worksheet—you’ll use this in Steps of the Sale • Sending In Sales—this is how you’ll send your sales into the office • Credit Card Forms—you will fill these out after leaving a business who pays with a credit card After the first Divider: • Sample Contract—you’ll use this if you get stuck while filling out a contract • Contracts After the Second Divider: • Ad Materials Sheet—you’ll use these instructions when you submit artwork • Ad Copy Sheets—you’ll use this when learning how to fill out paperwork • Call Logs—you’ll use these to keep track of all of the businesses you go to You’ll also have 5 planners to show customers and UPS Shipping Labels to send your sales packs in!

3. Your Fact Sheet • Book Code – 3 letters followed by the number 11 – You’ll use this when filling out a contract • Name of planner – Plan-It ______ -- You’ll use this when filling out a contract • Student Population – Size of the market • Number of Copies – We do NOT print a planner for every student, some students bring planners from home, some buy planners with covers they like even though ours are free. It is important that you tell customers the number of copies that go out. • Who we work with – The distribution partner you’ll use in your sales presentation • Information about the Newspaper – you can use this information to tackle the objection, “I already advertise in the newspaper”. Typically, the price of advertising in the paper for 1 week is around the same as advertising in the planner for a year. Please hold on to this fact sheet and use the information in your presentation. There are a lot of great attributes the planner has in comparison to other forms of media, and we do print enough copies to make a big impact, so please do not exaggerate the number of copies; we have seen this happen before, and it is not necessary to make a sale, but it does reflect badly on the company and you.

4. 12 Reasons Salespeople Succeed • Keeping at it: You can’t close people you don’t talk to, so make the extra effort. • Following through: Prospects judge you by what you do, not by what you say. Be conservative with your promises and liberal with delivering on them. Under commit, over deliver. • Listening: Your understanding of your prospect’s unique needs will not increase by talking. Listen twice as hard and talk half as much and you’ll double your sales. • Starting Every Day With a Plan: Set goals for each day and each week. NASA did not land on the moon by accident—“if you fail to plan, you plan to fail” • Describing Customer Benefits Clearly, Succinctly and Persuasively: Prospects are persuaded by “meaty” words, not “watery” sentences. Good presentations are short and the results of long preparation. • Asking for the Order Often: Failing to ask for the order is the same as asking for failure. Few customers by on the first closing attempt—ask several times on each call. • Not Prejudging a Prospect’s Ability to Buy: If you imagine that your prospect won’t buy, you’re developing a self-fulfilling prophecy. Ask questions and check the facts before thinking of discounting the sale or offering concessions. • Dealing with Objections Head On: When a prospect has an objection, welcome it as a question that you’re happy to answer. Objections are often buying signals in disguise. • Being Positive: When things don’t go your way, change your attitude. A positive attitude determines your altitude, and is often more important than your aptitude! • Changing and Growing: Welcome change as your friend. Change and growth bring pain, but resistance to change and growth leads to more failure and greater pain. • Focusing on Priorities: Salespeople with a clear focus on the most important and most urgent opportunities will always get better results than salespeople who get side-tracked. • Working Harder and Smarter: Global competition will be won by people who are willing to work harder AND smarter. Salespeople who quit early will be asked to leave sooner.

5. Options to the clientSee the back of your rate sheet for pricing

6. Options to the Client 2Prime Location Positions Inside Covers – Front or Back & Dividers • ½ page ad ($2750) or Full Page ad ($4100) only, and they come with the same size ad in the Local Business Pages in addition to an Anchor Bold Listing Monthly Sponsor • 1/8 page ad ($1350) or 1/4 Page ad ($1975) only –will appear 4-5 times in the calendar section during the month of the customer’s choice, and they come with the same size ad in the Local Business Pages in addition to an Anchor Bold Listing Bleed Bars • Even or Odd pages in the Local Business Guide Section only –will appear 4-5 times in the calendar section during the month of the customer’s choice, and they come with the same size ad in the Local Business Pages in addition to an Anchor Bold Listing Others • Back Outside Cover - $3750 for ½ pg ad or $6000 for a Full pg ad—comes with the same size ad in the Local Business Pages and an Anchor Bold Listing • First/Last Page of the Planner - $1975—must be a full page and comes with an Anchor Bold Listing—NOT A SECOND AD IN THE LOCAL BUSINESS PAGES!

7. Options to the Client 3 Please familiarize yourself more with these options and prices by looking at: • Rate Sheet • What Comes with What/Making an informed Recommendation There are some specials we run for customers that you will need to know Options to the Client QUIZ TIME! (these will be graded—Click the Link)

8. Paperwork! Click Here to Learn How to Fill Out a Contract! Use the Story Problems and the Contract with Numbers on it in your binder to take the Quiz. The Quiz will have Blanks with Question numbers corresponding to the numbers on the contract, and you will just type in answers as you would fill out the contract. Click Here to Take the Quiz! Please Note: there will be some left blank.

9. Paperwork 2 Click Here to Learn How to Fill Out an Ad Copy Sheet Please review your Ad Materials Sheet in your binder, and put this sheet in a place where you will be able to view it each time you make a sale AND each week before you send in your Sales Packs Click here to take your Ad Materials Quiz

10. Steps of the Sale Please look over the sales process until you are comfortable with it before getting started with this part of the training. Click Here for further Training on the Steps of the Sale! Go ahead and write/type out your introduction and practice it a few times. Practice the rest of it as well, as you’ll need it for your first conference call with your manager before you begin selling. Click Here to take your Steps of the Sale Quiz! Remember, you will be quizzed on this again with your manager, and every day that you go out to sell, so STUDY UP!

11. Objections Please look over your Objection Responses sheet in your binder. Remember: Objections are often buying signals in disguise. It’s important to address potential customer concerns confidently and concisely. Click here to take the Objection Responses Quiz The best way to do this is to study and practice the Objection Responses in your own words, OUT LOUD! This, in addition to studying and practicing your Introduction and Sales Presentation is VERY IMPORTANT to your success. Poor Preparation leads to Poor Results

12. Other Tips • During a sale, try to get the decision maker to sit down with you—this greatly increases your chance of closing someone. • Use your call sheets every time you go into a business and KEEP ORGANIZED. • Spend 15 minutes after every day organizing the following day—figure out your route to include any follow ups. If you fail to plan, you plan to fail. • When scheduling follow ups, use your planner and write down the appointment in front of the business owner—Follow up when you say you will. • You only get 5 planners to use, so if you need to leave one, set a follow up date for the next day or the day after to pick it up. • Visit as many businesses as possible—Sales is a numbers game, and the more businesses you visit, the more sales you’ll make. You want to make each sales call a quality one, but at the end of the day, if you don’t get to enough businesses you won’t make enough sales—you can’t close people you don’t talk to. • In order to make each sales call a quality one, ASK QUESTIONS AND LISTEN! It will help you understand what to recommend, and it makes the conversation more enjoyable for the customer (people like hearing themselves talk). Listen twice as hard and talk half as much and you’ll double your sales. • Also, MEMORIZE YOUR SALES SCRIPT AND OBJECTION RESPONSES: Prospects are persuaded by “meaty” words, not “watery” sentences. Good presentations are short and the results of good preparation. Explain things Clearly, Succinctly and Persuasively. • Asking for the Order Often: Failing to ask for the order is the same as asking for failure. Few customers buy on the first closing attempt—you may have to ask 3-4 times during your sales presentation. • Not Prejudging a Prospect’s Ability to Buy: If you imagine that your prospect won’t buy, you’re developing a self-fulfilling prophecy. Ask questions and check the facts before giving up on the sale—you’d be surprised at the types of businesses who find the planner an attractive option to reach out to students. • Being Positive: When things don’t go your way, change your attitude. A positive attitude determines your altitude, and is often more important than your aptitude! • Working Harder and Smarter: Global competition will be won by people who are willing to work harder AND smarter. Salespeople who quit early will be asked to leave sooner.

13. Review Feel Free to review this as many times as needed until you learn all of the materials. Most Important Things to Take Away: • Introduction – Steps of the Sale – Objection Responses—You need to be prepared when you talk to customers. Things won’t always go your way during a sales call, but the more prepared you are to handle the frequent occurrences, the more successes you’ll have in the field. • Paperwork – Obviously you can view the sample contract, but it’s very important to get the FULL NAME, EMAIL ADDRESS, and TITLE of the signer Don’t bother memorizing, but REFERENCE during/after the sale and on Fridays before sending in your sales pack: • UDAC Codes: reference this after you leave to complete that part of the paperwork • Filling Out a Contract: you can use the sample as a reference if you need to your first few sales) • Yes Questions: reference this during the sale if you need to your first few days • Submitting ad materials—just remember all electronic files should be sent to YOU first