Getting the Nuggets of Information you need

Pay attention to your staff's interactions with customers. Chances are you’ll hear them talking a lot about the product or service you offer. But how much information are they actually getting from the customer? Do you agree that you more you understand the customer and know their problem, the better positioned you are to tailor your solution? This is a sales 101 lesson, but it’s amazing to see how many people when dealing with customers, fail to follow this principle. They go straight i

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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

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The Role of Advertising for your business.

I want you to imagine right now, that this is your prospective customer- this is MR or MRS ‘Before’ and as you can see they are not particularly happy – So this is them before they buy from you before you solve his or her problem. So on some level, they are discontented - there's an aspect of their lives they want to improve. They have issues you can solve.  Remember your business only exists to solve problems- so what is the problem you solve- what does this before state look like for

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Selling Radio-What information are you listening for?

Questions- The key to listening effectively is to know what you are listening for? The what and the why- ​What is their message? Why they want it told? The goal/purpose of any business is to increase profitability. (Investigating their desire and capacity for growth.) The most common reason companies fail is because sales do not deliver according to plan. Other than a business not being good enough- the second most common reason for this failure is ineffective communication.

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Solution Selling Advertising

Solutions only derive their value from the problems that they solve. Understanding the difference between a solution, and a problem. Most salespeople spend absolutely no time understanding the problem they are solving, the context of the situation that they’re trying to serve. The biggest way that we can overcome this is, first of all, behaving like specialists, like people who are sales professionals. And to do that, to be a specialist, you need to learn how to ask a lot of really good qu

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