Description
A complete course for a professional career in Radio Advertising Sales!
This course is designed to help your new salesperson go from their first day on the job to their first annual contract in eight weeks or less.
Reviews
“Most salespeople don’t read sales books anymore. That’s why everything is a “secret” of success to them. Spike Santee is a Radio pro who shares his experience and equips you with knowledge, skills, and attitudes that will set you up for a fulfilling and successful career in Radio Advertising sales.” – Chris Lytle, Author of the Accidental Salesperson.
“You’re in good hands with Spike Santee. He knows radio and how to sell it as well as anyone on earth. If you pay close attention, study what he tells you, and do what he says (even if it’s uncomfortable), you will win big.” – B. Eric Rhoads, Founder of Radio Ink Magazine.
“I’ve devoted my life to helping people grow and prosper through professional training. I’ve known Spike Santee for many years. Based on Spike’s experience, expertise (and his collection of bow ties), if Spike wrote it, you should read it!” – Mark Levy, CRME, President Revenue Development Resourses, Inc.
Topic Covered in Professional Radio Advertising Sales
- Welcome to Radio Advertising Sales
- Radio Station Organization
- The Four Keys to Advertising Success
- Goal Setting
- Building Your Account List
- Prospecting
- Qualifying a Lead
- The ABCs of a Qualified Prospect
- Setting Appointments
- Customer Needs Assessment
- Co-op Advertising
- Building Your Presentation
- Return on Investment
- Developing the Advertising Schedule
- Writing the Creative Message
- Presenting Your Proposal
- Reaching Agreement
- Customer Service
- Digital Advertising Products
- Goal Setting Worksheets
- Activity Planning Worksheets
- Appointment Setting Script
- Stalls and Objections
- Glossary of Digital Marketing Terms
- Glossary of Universal Buy / Sell Terms
This is a competency-based form of education. Each chapter is designed with a seller’s previous knowledge; in other words, the experienced salesperson can demonstrate competency within a given subject by presenting real-world examples.
