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RAB Research Archive

Customize the package



In RAB training we recommend using the “7 Steps To Selling Success,” which includes writing custom proposals to match the clients' objectives rather than grabbing a stack of one-sheets and papering the town.

In a recent seminar an attendee asked how to get around the issue of selling packages when the boss insists.

The boss is interested in selling the inventory, not necessarily the package, so include the package elements in your custom proposal that may likely include additional elements. Write up the order however you need to once back at the station. You'll sell more, in longer orders, and get better results for the client when you customize your recommendations to achieve advertisers' goals.



John Potter, RAB SVP/Professional Development



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