Radio Sales $101 – The Webcast

Wednesday, Febuary 29, 2012
12:00 PM (Central)
Completely updated and personally presented by Chris Lytle

Put this year’s extra day to extra good use.

“This is the$101 Webcast for people who have been selling Radio advertising for less than a year (which may be everyone on your staff.) And it’s a back-to-basics refresher for veterans who know it all, but forget to use it.

Radio Sales $101—The Webcast is an intensive, 90-minute program that provides a solid foundation of advertising knowledge and the skills to convert that knowledge into sales.

Take a look at your sales team.

Few of them set out to be radio salespeople. Chances are that one or more of them are described below:

  •  An ex-announcer who finally realized that selling was the only way to make real money in Radio
  • A former car salesperson who got tired of working Saturdays
  • The former teacher or social worker making a career change
  • A sales rep you hired away from a competitor
  •  A newly minted high school or college graduate taking an entry-level job
  •  The ex-retailer or business owner who went out of business during the recession
  • The grizzled veteran who has “the list” by virtue of longevity and not necessarily sales ability
  • A former local sales manager who went back to just handling a list

They all have one thing in common—they don’t know a lot about advertising or advertising sales. And they are competing with dozens of other “accidental sales reps” for the advertising dollars in your market.

It’s expensive to have your salespeople learn their craft at your advertisers’ expense.

This is an opportunity to differentiate your sellers in a crowded marketplace.

Here are just a few of the things you will learn in this fast-paced, highly detailed Webcast:

Part 1—Developing Effective Local Advertising Strategies

  • 3 ways to build instant credibility and trust with a prospect or current advertiser
  • Use a simple “lay out sheet” to get a local advertiser to create commercials that get results
  • Build 5 success elements into every commercial
  • Replace tired advertising clichés with power words
  • Managing advertiser expectations at the start of the schedule
  • Defining and measuring “results”

Part 2—A Professional Selling System for Radio Salespeople

  • Asking the most important question 2 minutes into your first meeting
  • Using 2 cold call strategies that never fail
  • Focus on what you are really selling and it’s not time or spots
  • 5 million dollar sales concepts that your competitors aren’t using
  • Getting in to see anybody
  • Say this to get the prospect to give you more time
  • A tested system for getting more than 80% of your calls taken or returned
  • A formula for making client-focused presentations—fast
  • Controlling the key three factors of a sales presentation
  • How to make Radio tangible
  • Using 3 zero pressure closes
  • Ask this question at the end of a meeting to see how you really did
  • Setting up a service system to build relationships your competitors can’t steal

. . . and much more

Chris Lytle makes a bold promise. Radio Sales $101—The Webcast  contains more usable information per  minute than any seminar or webinar you have ever attended or ever will. He is noted for cramming his presentations with immediately applicable information. You will be able to download a PDF of the handout to follow along and capture the key ideas in the Webcast.