Q&A on Closing Your Most Difficult Sales – Part 4

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

  • I have a client who agrees to a schedule only to change her mind a week later.  She has done this more than once.  Am I doing something wrong?
  • How important is it to understand others?  What should managers know about their reps?  Are these closing skills useful in staff development?
  • Does your pattern impact how you approach pricing?

Read More

Q&A on Closing Your Most Difficult Sales – Part 3

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

  • I have an Amiable client who won’t make a decision without checking with others in her organization.  Any suggestion on how I can close this kind of client more often?
  • I work with a team of advertising sales people at a university.  What kinds of suggestions do you have for teaching them to become responsible sales people for clients, especially as it relates to rapport?
  • How do you handle a client who has someone else talk to you after a meeting?  Maybe a Dominant at first, but now an Amiable.

Read More

Do You Know Where YOUR Dollars Are? Q&A – Part 1

Mark Levy answers LIVE broadcaster questions! In this segment:

  • What are some tools I can use to figure out how much a client will spend the first time they advertise?
  • How do I get a client to use a campaign that does not include them personally in the spots?
  • How do I communicate the value of change to my stellar staff that doesn’t see the value of it in the context of moving from selling sponsorships to long-term selling?

Read More

Q&A on Closing Your Most Difficult Sales – Part 1

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

  • Why is it so hard for me to get a few minutes with my Dominant auto dealers?
  • My manager doesn’t like me to stop and see a client without a purpose, but you say that Expressive clients like you to stop in to say “hi”. Why is that?”
  • How do you recover if you identify a client’s communication pattern incorrectly?
  • Is it a good idea to categorize my clients based on their communication pattern?
  • I find it hard to deal with Analytical prospects. Do they REALLY need all the information they ask for?

Read More

Digital Ad Opportunities Q&A – Part 3

Jeff Knauss answers LIVE broadcaster questions! In this segment:

  • What steps should a broadcast group take to expand its digital offerings beyond static banner ads and is there a danger in only offering that type of online ad?
  • What is the best method to use to measure cross-platform campaign effectiveness?
  • What is an average management fee or commission on digital solutions in a competitive digital market?
  • Are there third-party companies you would recommend to run digital on behalf of broadcasters or do you believe this is better done in-house?

Read More

Digital Ad Opportunities Q&A – Part 2

Jeff Knauss answers LIVE broadcaster questions! In this segment:

  • What are some good ways to combine radio advertising and digital marketing?
  • As a sales manager, should I hire digital experts to sell digital and leave my existing team to focus on traditional?
  • Are broadcast-driven digital sweepstakes effective in building client awareness and interaction or are consumers weary of these sorts of promotions?

Read More