Radio Sales - Diagnosing Short Term and Long Term Objectives

When we conduct diagnostic calls, we do so to find an opportunity advertising can be the solution for. In all the various shapes and guises these opportunities have, they can always be grouped into one of two relevant solutions. The opportunity/problem we find to solve will either be short-term or long-term. The solution we have for short-term problems/opportunities is our call-to-action, tactical, sale, promotion (all are the same thing, just different names) type advertising. For long-term pro

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Radio Sales- Information Exchange, you first.

Here's the absolute vital step most Radio Account Executives fail to do. The old relationship/knowledge scale is not a one-way process. If you expect the prospect to share information with you, you should be prepared to do the same. Even better, you should take the lead. Your actions to this point have proven you are different, so now it’s time to share a bit about yourself, to confirm you are different/better than all the other reps pestering the prospect for money.

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Prospecting in Radio Sales- Your First Meeting

OK, it’s time to sit down and start discussing business. Well, it’s in your eyes, so you’ll need to announce this to your prospect so they know also. Now a doctor wouldn’t want to conduct his examination in a crowded showroom and ideally, neither should you. There is nothing worse than trying to have an in-depth conversation, only to be interrupted by staff, customers or noisy activity. Equally frustrating is the feeling of standing in the middle of nowhere as if you are conducting your

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Radio Sales- Your Attitude Determines Your Outcome

Following on from our First Impressions Count article, we dig a little bit deeper into the mindset and actions required for you to get your new client meetings off to a winning start.

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Radio Sales Executive- First Impressions Count

Do not underestimate the longevity of what first impressions do to a relationship. People make snap decisions within the first 90 seconds of meeting somebody. The decisions and opinions formed within those first 90 seconds can stay with somebody forever. In effect they become the truths the person has formed of you; to change them you’ll have to consistently display an action to the contrary of what was first formed. So let’s not take the risk of creating some unpleasant opinions within the

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