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Daily Sales Tip

Date Article
09/02/10 To stimulate interest and to increase the odds of earning the business of a new client, many sales professionals spend too much of their tim ...
09/01/10 The next time an automobile advertiser resists running overnight spots on Radio, it might be helpful to research the listening habits of pro ...
08/31/10 The most successful salespeople stay that way by maintaining an edge on the competition.

The majority of them read industry l ...
08/27/10 Compelling subject lines get your e-mails opened by clients and prospects...and that must be the first goal of any e-mail. Use these tips f ...
08/26/10 Over the years as a speaker, manager and facilitator, I have observed the greatest retention of my message was from stories that I told.
08/25/10 The primary rule in selling has been and always will be ABC: Always Be Closing. Unfortunately, some prospects identify ABC with pushy, aggre ...
08/24/10 Manipulation is getting prospects or customers to do something for your benefit. Persuasion is getting them to do something for your mutual ...
08/20/10 One bite at a time.

Selling your ever-expanding list of digital products can seem as daunting as eating an elephant. Make ...
08/19/10 I read a column in a beach community newspaper last week written by a local columnist who covers home-based businesses. In this particular p ...
08/18/10 You have little control over price, but you do have control over presenting the prospect with enough reasons to buy.

Your pri ...
08/17/10 Have you planned how you're going to make successful sales? If you haven't, it isn't too late -- but you're already behind the eight ball. H ...
08/13/10 I heard a sales trainer refer to the foundations of all sales training dating to 1936 and Dale Carnegie's book, How To Win Friends and In ...
08/12/10 When you only offer one solution to a customer, the only possible response is to say yes or no. Whenever possible, offer two or more alterna ...
08/11/10 Be aware when your competitors make changes to their processes or staff.

Sometimes their customers feel neglected or underser ...
08/10/10 As a salesperson, you can thrive with buyers and purchasing departments if you follow these simple approaches: Be yourself, be professional, ...
08/06/10 Having trouble tracking down prospects? Try Jigsaw (www.jigsaw.com). It's a free service similar to Ho ...
08/05/10 Customer satisfaction is a very subjective thing to measure. It really is a matter of perception and experience.

If you meet ...
08/04/10 Most salespeople sell the current benefits of what they do. But your customers already know the current benefit you offer.

On ...
08/03/10 This may seem obvious, but it cannot be emphasized enough: You are not selling to an organization or to a conglomerate, but to actual, real ...
07/30/10 Don't have a blog? Start one and promote it to your clients. Have one? Use these tips to make it killer:

1. Develop a ...
07/29/10 The sales funnel is just like a funnel you might use to pour liquid from one container into another.

If you stop pouring the ...
07/28/10 Prospects who react strongly to what you present, even with anger, are going to be more involved and passionate about your offerings.
< ...
07/27/10 Sometimes, one of the most difficult things to teach beginning sales professionals (or sometimes even more senior sales professionals) is th ...
07/23/10 Abacast, the online streaming provider (www.abacast.com), has come up with a list of advertiser benefit ...
07/22/10 In most situations where a salesperson is willing to provide something extra for a prospect, it usually makes sense to ask for something els ...
07/21/10 Get advances if you can't close.

"Let's do this" is a proven technique that allows you to talk about the next steps in the pr ...
07/20/10 Here are three pitfalls usually associated with cold calling. You may correct them with a change in attitude:

* Making the ...
07/16/10 The days of mailing, faxing or e-mailing presentations to out-of-town clients are over. Improve your opportunities for closing by presentin ...
07/15/10 Instead of answering an objection you must first isolate and question it. Let's take two of the most common ones -- "Your price is too high, ...
07/14/10 There are four verbal communication rules to remember in sales:

-- Use descriptive language
-- Use short sentences ...
07/13/10 Closing sales is an art, not a science. Everything we do from our communication style, our dress, to our understanding of the customers' wan ...
07/09/10 When you are on the phone trying to get an appointment and the prospect asks, "How much?" Remember rule number 1: tell them. Certainly we ...
07/08/10 Tell customers upfront: "I don't know if there's a fit between what you need and what I have right now, but I'm hoping we can explore that i ...
07/07/10 When salespeople start a sentence with the words "No," "But," or "However," no matter how friendly the tone, the message is, "You're wrong." ...
07/06/10 The truest measure of your success is not whether or not you're better than everyone else, but if you are better than YOU used to be!
< ...
07/02/10 A recent blog by Jay Baer outlined ways to track down prospective clients by using Social Media. He recommends:

1. Hire ...
07/01/10 You have to ask questions that truly engage the customer. However, this doesn't mean you need to develop complex questions.

I ...
06/30/10 Technology offers countless ways for salespeople to communicate with buyers: e-mail, cellphone, BlackBerry, text messaging, social networkin ...
06/29/10 "Dining" alone at Appleby's last night I saw the future of a college-age waiter...one he has no idea of yet. (Appleby's because if you sit a ...
06/25/10 These 5 advertising categories may be priority prospects in your market this summer, 2010. If you are not calling on them, now is a good ti ...
06/24/10 A higher authority is a respected person known by your client who is willing to give third-party testimony. The higher authority will most o ...
06/23/10 Learn to make dealing with you fun, relaxing, and rewarding.

You always want to leave your customers and prospects thinking a ...
06/22/10 Here's a great way to show a prospect, right off the bat, how it'll feel to work together:

Four companies were given the chan ...
06/18/10 Competing on price has caused considerable angst among Radio salespeople, sales managers, and broadcast groups, as evidenced by the many art ...
06/17/10 Frequently interrupting customers when they are speaking sends a negative message. It's usually done for one of these reasons:
06/16/10 This past week I contacted one of my vendors with a problem. As I began to describe my situation, the service rep interrupted me asking que ...
06/15/10 A successful sales process is a proven, documented sales approach with messaging and job aids that represent your winning model for gaining, ...
06/14/10 Where do you find NTR dollars? Not with the media buyer! Instead, look at a variety of budgets within a company: marketing, public relations ...
06/11/10 Bear Bryant, longtime University of Alabama football coach, would often respond to reporters' post-game questions by saying he would have to ...
06/10/10 The time of day you make your prospecting calls can have a major impact on your success.

Prospecting early in the morning or ...
06/09/10 I've always heard managers report, "With all the interviewing you do, you really can't gauge someone's work ethic until they're on the job." ...
06/08/10 You can't succeed in sales without being responsive to the needs of your prospects and customers. The only way to know what they want is to ...
06/04/10 Are you new to this professional social network? LinkedIn (www.linkedin.com) is the world's largest p ...



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