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Thanks to our sponsor. Master Sales Skills & Personal Branding. www.RAB.com. Getting To Know Those Who Are Joining Us This Morning. Name, station, market How long in radio sales Biggest issue facing Radio today. Personal Branding. Product Knowledge Sales Skills Marketing Expert.

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  1. Thanks to our sponsor... Master Sales Skills & Personal Branding www.RAB.com

  2. Getting To Know Those Who Are Joining Us This Morning • Name, station, market • How long in radio sales • Biggest issue facing Radio today

  3. Personal Branding Product Knowledge Sales Skills Marketing Expert

  4. Product Knowledge (Your Industry) How and why radio works How to create an effective schedule How to recognize and write effective commercials Radio Ad Lab Studies Radio success stories, both local and national

  5. Product Knowledge Pop Quiz • Advantages compared to other stations in the market • What are your programming department policies and philosophies • Selling opportunities including all :60’s, :30’s, :15’s, :10’s, sponsorships and features • Business office policies and philosophies • Traffic department policies and philosophies • Rates, especially if your station is active in yield management • Ratings strengths and weaknesses using specific numbers • OES schedules compared to all stations • Creative resources available to you and your clients You should know all of this information and be able to articulate it in the appropriate selling situations

  6. Sales Skills

  7. “CASUAL” • Definition: • Resulting from or occurring by chance • Employed for irregular periods • Feeling or showing little concern • Designed for informal use

  8. Attire • The 10% Rule The Client You You

  9. Attire Some clothing is inappropriate no matter who the client is. Nuff said.

  10. 7 Steps to Selling Success

  11. Additional Concepts to Consultant Style Selling Perception is… The Wall The Basket It’s not what you say… “C” is for… “R” is for…

  12. Marketing Expert Be the Expert

  13. Be the Expert

  14. Be the Expert Ideas • Website • Blogs • Podcast • YouTube Videos • Twitter • LinkedIn • Facebook

  15. Credibility Formula Trustworthiness + Expertise = Credibility The more credible your personal brand... the more sales you will close!

  16. Thanks to our sponsor... Master Sales Skills & Personal Branding www.RAB.com

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