The value of simplicity

John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos...

“Showing” beats “telling” every time

On a visit to my eye doctor for a check-up, I noticed a poster on the wall in the examination room. It featured a...

We’ve got some explaining to do

People usually say “no” to things they don’t understand. It’s a salesperson’s job to help prospects understand what he or she is selling. What...

Two advertising goals: Attention and Retention

As mentioned in previous articles, there are two types of advertising: image and response. Image advertising – sometimes known as institutional advertising – is...

Four wins are better than two

Jodi is a sales manager with an interesting philosophy. “We’re all familiar with win-win,” she said. “It’s a common cliché these days. In business...
John Foust

Right and left brain selling

Diane was telling me about her early days in selling. “One day stands out in my mind,” she said. “I had back-to-back...

See the other person’s point of view

John Foust Advertising John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to...

A little more, a little less for sales meetings

John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are...

Customer satisfaction is key in digital marketing

Customer satisfaction is key in digital marketing By Alison Berstein Bulletin Correspondent “People know what they’re looking for; they just don’t know where to get it...

A good idea is worth the wait

When I was a kid and jumped to conclusions about something, my father often said, “Hold your horses, son.” That’s an old saying that...