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Thanks to our sponsor. Master Sales Skills & Personal Branding. www.RAB.com. Getting To Know Those Who Are Joining Us This Morning. Name, station, market How long in radio sales Biggest issue facing Radio today. Personal Branding. Product Knowledge Sales Skills Marketing Expert.

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Thanks to our sponsor...

Master Sales Skills &

Personal Branding

www.RAB.com


Getting To Know Those Who Are Joining Us This Morning

  • Name, station, market

  • How long in radio sales

  • Biggest issue facing Radio today


Personal Branding

Product Knowledge

Sales Skills

Marketing Expert


Product Knowledge (Your Industry)

How and why radio works

How to create an effective schedule

How to recognize and write effective commercials

Radio Ad Lab Studies

Radio success stories, both local and national


Product Knowledge

Pop Quiz

  • Advantages compared to other stations in the market

  • What are your programming department policies and philosophies

  • Selling opportunities including all :60’s, :30’s, :15’s, :10’s, sponsorships and features

  • Business office policies and philosophies

  • Traffic department policies and philosophies

  • Rates, especially if your station is active in yield management

  • Ratings strengths and weaknesses using specific numbers

  • OES schedules compared to all stations

  • Creative resources available to you and your clients

You should know all of this information and be able to articulate it in the appropriate selling situations


Sales Skills


“CASUAL”

  • Definition:

    • Resulting from or occurring by chance

    • Employed for irregular periods

    • Feeling or showing little concern

    • Designed for informal use


Attire

  • The 10% Rule

The Client

You

You


Attire

Some clothing is inappropriate no matter who the client is.

Nuff said.


7 Steps to Selling Success


Additional Concepts to Consultant Style Selling

Perception is…

The Wall

The Basket

It’s not what you say…

“C” is for…

“R” is for…


Marketing Expert

Be

the

Expert


Be

the

Expert


Be the Expert

Ideas

  • Website

  • Blogs

  • Podcast

  • YouTube Videos

  • Twitter

  • LinkedIn

  • Facebook


Credibility Formula

Trustworthiness + Expertise

= Credibility

The more credible your personal brand...

the more sales you will close!


Thanks to our sponsor...

Master Sales Skills &

Personal Branding

www.RAB.com


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