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Sales Tip - What's Your VBR?

When calling on a prospect it is important to think about the valid business reason for making the call. So many times we call on a lead because "they are spending money in the market," but that is not a valid business reason.

Just because they are spending money, why should they talk to you? It is not about how great your stations are, but instead, what are they doing that you could help them with? What is the solution you bring to the table? THAT is the VBR.

Source: Susan Novicki, President, Morrison and Abraham

Susan will be speaking at the NAB Show in Las Vegas next week. She will be sharing specific, actionable ideas that close more and bigger orders even in an uncertain economy. Session details can be found here.