Two Quick Tests to see what kind of Radio salesperson you are
Take a moment right now— and if there’s someone in the room with you, politely request thirty seconds of his or her time. Then ask that person to do the following: “First, with your dominant hand, snap your fingers five times as quickly as you can. Then, again as quickly as you can, use the forefinger of your dominant hand to draw a capital E on your forehead.” Seriously, go ahead and do this. I’ll wait. (If you’re alone, slip this exercise in your back pocket and pull it out at your
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.
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.
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
Radio Sales Account Executive- How to hire the best salespeople for your radio station
Radio sales success requires great people. Dealing with business owners and marketing budgets is a challenging activity. Because of the uncertainty and significantly-mixed-results advertising can achieve a very strong presence of trust is required in every transaction. Your radio station needs to source and employ people capable of earning the trust of your marketplaces toughest of clients. The challenge of attracting a top performing salesperson from elsewhere is made even more challenging