Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions! In this session:

• I’ve heard different broadcasters and trainers give different responses for how many accounts I need to aim to have on-air each month to be successful. How many accounts do you recommend and why do you think that’s the right amount?
• If you were working with a person who has been selling advertising for 6 months, what would you tell them are the 3 most important things to do and remember while building their book of business?
• With phone scams so pervasive, I’m finding that the window before I get blown off is getting shorter and shorter. Do you have any tips on opening lines I can use to not sound rushed but still get to the point quickly enough to NOT be hung up on?
• I’m doing my best to be smart with my time management. How much time per week should I spend making cold calls? And how much time calling on current clients?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions! In this session:

• What are some questions that you prefer to use when you are trying to find business problems to solve for advertisers?
• I have been selling radio for almost a year and have nowhere near the amount of clients I hoped I’d have by now. It is affecting my confidence. It’s hard to keep walking into businesses without getting an appointment. How can I keep my head high after hearing “no, thank you” so often?
• How do I get the larger accounts you are talking about if I’m at a small station?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions! In this session:

• Can you speak on those who prefer to sell from a positive approach and not talk about “problems”?
• Can you explain why it’s critical to establish a clear next step or follow-up meeting at the end of every sales call?
• What if a salesperson is comfortable with only calling on minnows and doesn’t know how to change their approach to go after the whales?
• Should we as salespeople stay true to ourselves regardless if we are hunting a whale or a minnow?