That Gets Them Started and Keeps Them Going
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Transcript of That Gets Them Started and Keeps Them Going
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www.RAB.com
That Gets Them Started and Keeps Them GoingThat Gets Them Started and Keeps Them Going
Sales Management:
Sales Training
Member [email protected]
800-232-3131
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Sales TrainingThat Gets Them Started And Keeps Them Going
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Source: Sales & Marketing Management
And the Research Shows…
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True Story
“Charlie’s our top salesman. Ride with him today. He’ll show you how it’s done.”
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True Story
“Charlie’s our top salesman. Ride with him today. He’ll show how it’s done.”
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What We’ve Learned Training Thousands of Sellers
• Veterans have skill sets that may be outdated
• New sales people have gotten different advice and tips from the veterans
• They are all using different methodologies based on their own opinions and comfort zones
• All this diversity is extremely difficult to manage
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7 Steps To Selling Success
The steps are mandatory, but personal style is optional
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The Cost of Training
• Formal• Ongoing
Areas of Training• Product knowledge• Sales skills• Advertising• Marketing• Advertiser categories
What is the cost of not training?
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Training Plans
New hires – What topics do you train?
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Training Plans
Veterans– What topics do you train?
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New Hires: Product Knowledge
Benefits of Radio • Reach• Frequency• Targetability• Power of sound• Consumer influence
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New Hires: Station Knowledge
• Audience• Format• Coverage• Testimonials• Rates• Ratings • Inventory• Packages• Alternative Revenue• Computer software
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New Hires: Policies & Procedures
• Employee handbook• Traffic• Creative• Production• Invoicing• Collections• Commissions
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New Hires: Sales Skills
Seven Steps To Selling Success• Prospecting• Appointments• Research• Client Needs Analysis (CNA)• Proposal• Presentation• Close
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New Hires: Advertising & Marketing
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Tip: Create an Outline
Meetings with • Program Director• Promotions• HR• GM• You
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Continuing Education
Annual Training Program• Objections• Proposals• Creative• Prospecting• Appointments• Presentations• Research• Vendors• RAB
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Training Tips
• One hour max• Multiple weeks• Homework• Review & quiz• Reward• Reinforce
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Preparing Training
Research & developAssign salespeopleRAB.com exploration
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Additional Training Opportunities
• Tips clubs• Marketing organizations
• Advertising clubs• Reading
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Benefits of Training
• Stability• Increased sales• Improved ROI
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www.RAB.com
That Gets Them Started and Keeps Them GoingThat Gets Them Started and Keeps Them Going
Sales Management:
Sales Training
Member [email protected]
800-232-3131