Intensive, fast-paced programs designed and proven to improve the performance of anyone on your sales staff, from your newest hires to your most seasoned veterans! They’re loaded with practical application, group role-playing and one-on-one coaching, with an emphasis on class participation and action learning! What's more, these classes are often available in a market near you OR can be BROUGHT RIGHT TO YOUR STATION!
In-Market Training For Your Market or Cluster
Because you asked for it, RAB Market / Cluster training now lets you choose TWO full days of training from our vast array of topics and lets you add an additional half day for your advertisers! Benefits of this new program include:
Custom training for YOUR staff! Your team gets exactly what YOU want then to have!
Clients who will leave their portion of the training with a greater appreciation for Radio and your stations’ ability to help them!
Greatly enhanced opportunity for more immediate sales - giving you an even better training ROI!
For more information, including training topic choices, contact Rob Boaden at 800-344-9961 or rboaden@rab.com.
Classes for Managers
The RAB offers several management classes each year designed to help you become the consummate leader your stations deserve and to help you develop your station's future management team, including our "Improving Sales Managers Skill Sets".
Classes for Sellers
Sales Foundations is for sellers in the business less than 18 months. In just two-and-a-half intensive days, your salespeople will learn real-world marketing concepts and selling skills that will take them to a new level of sales success.
Course content includes:
Effectively Positioning Yourself as a Marketing Consultant
How to Maximize Your Time and Talents
Painless and Profitable Prospecting
The Best Ways to Get The Appointment
How to Conduct a Successful Needs-Analysis
The Fast Way to Build a Great Written Presentation
Making Money with Co-op and NTR
The Difference Between Features and Benefits
How to Steal Money from Competitive Media
The “No Tension” Method for Handling Objections
An Approach to Closing that Really Works
The Role of Creative
Addressing Objections and Closing
Making Money with RAB Resources
Advanced Sales Techniques is for all sellers with at least 18 months experience. Your veterans will maximize their billing potential month after month after this program containing five separate half-day modules of in-depth study.
Course content includes:
Advanced Polishing of Sales Skills: The Consultant’s Role - The CNA Process - Proposals that Sell - Scheduling For Client Success - Presentation Practices and more
Advanced Competitive Media Analysis: Learn what clients love about newspaper, yellow pages, cable and broadcast TV and how Radio can effectively work with them to your clients’ advantage.
Alternative Funding Sources for Your Stations: What’s out there and what can be done at the station in a relatively short period of time. Students will study Cause and Event Marketing, Recruitment, and In-Store. And, to avoid the mistakes others have made, Minefields to Avoid!
Negotiation Principles: Sellers will learn when to negotiate as opposed to when to handle an objection. Also covered is Learning How to Sell to Different Buyer Types, Improving Your Ability to Leave a Client’s Office with Your Dignity…AND the Order! We’ll also cover What Drives Today’s Ad Agencies, and What You Need to Know to Maximize Your Ability to Get Your Unfair Share of the Business They Control.
Creative Workshop: The focus is on Creating Your OWN Ad Copy That Sells and Ideas that Make Money. This session proves that you don’t have to be a creative genius to have your clients THINK you are! The learning continues after the sessions! All attendees receive access to the online Academy Learning Center. This allows them to review 12 modules as many as three times, enhancing the learning experience and helping sellers to maintain good sales habits!
For more information on upcoming classes and pricing information (including multiple student discounts), please contact Rob Boaden at 800-344-9961 or rboaden@rab.com.
New Revenue Streams: Using Interactive and NTR to Hit Budget
This session combines our “MAKING MONEY WITH INTERACTIVE” and our “NTR FOR MONEY AND FUN” classes. This one and a half day program is for sellers, sales managers, NTR directors, and webmasters looking for ways to capture non- spot revenue!
Strategic Pricing For Stations
All the best sales training in the world won’t help a station get to budget if it doesn’t have its inventory priced correctly. Your RAB knows how important this is to you and is proud to announce its new Strategic Pricing For Stations Session.
