The Five Topics that will uncover a sale- Number 1- Business
I can’t emphasise enough the key to being successful at selling advertising lies in your question-asking ability. The relationship scale, the being a professional solution provider, the secret of knowing the world revolves around ‘them’ not ‘you’, (and closing the sale) all hinges on your ability to be great at asking questions. So let’s look at some great questions and the formula you can apply to always have them with you. Here are the five creeks of topics that you will fi
Radio Sales- Controlling the conversation and the win-win game.
Controlling the conversation is as simple as being the one who is doing the asking. Because your purpose is to learn about them and their business this should be easy. But remember the formulae for a successful conversation: ask questions, avoid statements and when answering a question always follow with a question. With the question formula, you should have no trouble thinking of what questions to ask. All you need to be mindful of is controlling the conversation. This is done by tagging you
Radio Advertising Sales Open Questions V Closed Questions
If you are in sales you should know this: closed questions are questions that get closed or short answers. An example would be, “What time is it?” Answer: “10 o’clock.” Or, “Did you go out last night?” Answer: “Yes.” Clearly, these types of questions are not useful for a call where you are looking to gain information. An open question is one where you’re going to get a longer/bigger answer. In old sales manuals, there used to be a saying that taught people the starting words
Radio Sales- Panning for Gold
When I first started selling advertising I was told to get out there and learn about businesses. The idea was right, my intentions pure, but there I’d be, sitting in front of clients, not having any idea of what to ask. There is nothing worse than somebody answering your last question only for you to be sitting dumbfounded, not knowing what to say next. “Ah yeah, well that’s good isn’t it, what about the weather, eh?” Funny how the weather becomes the saviour of dried up conversations.