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Daily Sales Tip

Date Article
03/12/10 Advertisers don't care what medium they use. Advertisers want to buy any medium that provides a solution to their needs. Better yet, they want an in ...
03/11/10 One of the quickest ways to go out of business and/or to encounter sales burnout is by pursuing deals that are unprofitable. Not only do you incur the ...
03/10/10 A lot of prospects are just as impressed by reputable brands as they are great products and services.

And buyer testimonials are a reli ...
03/09/10 Before moving your top salesperson into the sales management ranks, consider the ramifications of this move.

You are taking your rainma ...
03/05/10 Contextual advertising works best in any medium, especially in Interactive media. In your podcasts, include paid "classifieds" for help wanted instea ...
03/04/10 Just as you should regularly go to the doctor for a checkup, you need to get a sales checkup.

You need to see a videotape or listen to ...
03/03/10 My fantasy is that at least a few followers of this blog will be inspired to become great sellers. (Wow, can you imagine if I asked you 10 years ago w ...
03/02/10 Here are some ideas that can help guide your sales strategy in difficult times:

Stop Doing

* Stop generalizing yo ...
02/26/10 RAB members are using The Radio Marketing Guide for compelling, professional presentations to clients every day.

Here's an ide ...
02/25/10 Are you reluctant to make a cold call?

You're sitting in your office after promising yourself yesterday that you would start making co ...
02/24/10 Do not bypass gatekeepers. Build alliances. Do not come down to their level. Come up to their level. You never know with whom you are talking. For al ...
02/23/10 Sometimes concessions are necessary in order to get a deal done. Granting a concession may even go a long way toward earning a prospect's trust.
...
02/19/10 Are you a Salesperson? Account Executive? Marketing Consultant? Most clients know whatever the title, you are there to sell advertising. At the same ...
02/18/10 Customer service is everyone's responsibility. How you do your job, how you interact with your peers, and how you interface with customers determine t ...
02/17/10 If coaching is not a defined process in your business, you are losing significant revenues.

Effective coaching can lift someone from me ...
02/16/10 There are as many definitions of marketing as there are marketers. And none are really wrong. My favorite marketing definition includes four points: ...
02/15/10 Let's face it, whatever Radio products you are selling, there are any number of salespeople in your market who have essentially the same things to off ...
02/12/10 Non-stop talking during your presentation seldom furthers your cause. Pause and let the client participate in the conversation.

A collabor ...
02/12/10 Non-stop talking during your presentation seldom furthers your cause. Pause and let the client participate in the conversation.

A collabor ...
02/11/10 As a business owner or sales manager, we constantly hear the same responses from our sales team when they fail to close a deal. Here are some common e ...
02/10/10 As a sales manager, there's no better way of coaching than joint sales calls in the field with your sales personnel. However, the big mistake many sal ...
02/09/10 This has been an ongoing factor for many years with continual downsizing and cutbacks. However, the recession forced many companies to scale back even ...
02/05/10 Can't get the advertiser on the phone? Don't leave a voice mail the first few times you try to reach the prospect. Talking live almost always improv ...
02/04/10 With Valentine's Day falling on a Sunday this year, restaurants could be looking at a nice boost in business, according to a report by research firm I ...
02/03/10 Many people believe the ability to speak articulately is an important prerequisite to achievement. But communication is a two-way process, sending and ...
02/02/10 A lot of salespeople have evolved to the point where they have a comfortable routine. They make enough money and they have established routines and ha ...
01/29/10 QWERTY Maybe you've heard this before. The QWERTY keyboard was created for typewriters because it slowed typists so the keys did not jam. So why ...
01/28/10 In his book, Up Against the Wal-Marts, Don Taylor suggests that you can compete against the major national players, just not at their own game. ...
01/27/10 Ask salespeople to describe their number one competitor, and they'll usually come up with price-cutters or competitors who are trying to steal their b ...
01/26/10 Companies are still buying, but more and more of those buying decisions are being made higher up the executive ladder.

Selling at the e ...
01/22/10 When I ask for the order and the client has an objection, it's hard to remain calm. I try to not take it personally, but the hair on the back of my n ...
01/21/10 The annual contract is the coveted achievement for the advertising salesperson. Getting an annual contract from a customer signifies to some extent th ...
01/20/10 Slumps happen.

But the best salespeople have go-to methods that help them overcome slumps and get back to their winning ways.

He ...
01/19/10 Here are three benefits of good listening:

1. Listening builds trust. The best salespeople are good listeners who seem concerned ...
01/15/10 Social media isn't a fad. It's a fundamental shift in the way we communicate. Your brand needs a social media presence because in the near future peop ...
01/14/10 Proven results are a major selling point, which is why so many salespeople rely on buyer testimonials to boost their credibility.

Used ...
01/13/10 Hesitation to make contact with prospective new clients causes more failures for salespeople than any other single factor. Why? Because if you don't a ...
01/12/10 I'm often asked, "What's the biggest mistake you see salespeople make?" I answer, "Whatever they do to lose the sale!"

Seriously, the ...
01/08/10

Sell the Value of Your Advertising
The more things change, the more they stay the same. Even when it comes to the ...

01/07/10 Those of you who believe they are without weaknesses can stop reading now, because there's little hope for you to be anything more than average. Other ...
01/06/10 Setting goals now is one of the most important items that you can do to set yourself up for a strong new year. Here are a few ideas that may be benefi ...
01/05/10 When meeting with a prospective customer, make your conversational tone one of respect. Suppose we carelessly utter to the prospect, "Do you know what ...
12/30/09 From a customer's standpoint, how does your service stack up compared with that of competitive sales reps?

You could invite customers o ...
12/29/09 Top salespeople have heart. They are true to themselves and their clients. They recognize that people on both ends of a transaction do better when the ...
12/23/09 December is the best month to get a discount on a new car or truck, and during the final few days of the year the deals can get even better, according ...
12/22/09 Tough economic times have driven more American families to lower the dollar value of what they define as a "major purchase" from $500 or more to the l ...
12/18/09 Just when it feels like our business is turning into a commodity, we see the reality that advertisers need us more than ever. The many media choices, ...
12/17/09 One of the best ways to ensure that you connect and bond with your prospects is to make your presentations interactive. Try to turn your presentation ...
12/16/09 Justifying a purchase price for anything from a new car to a corporation becomes much easier if you can show the buyer the item is worth every penny.< ...
12/15/09 While past performance is not a guarantee of future performance, it is the best predictor. Sell your track record to the customer.

Talk ...



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