Post on 20-Jan-2016
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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 Responsemember_response@rab.com
800-232-3131
Sales TrainingThat Gets Them Started And Keeps Them Going
Source: Sales & Marketing Management
And the Research Shows…
True Story
“Charlie’s our top salesman. Ride with him today. He’ll show you how it’s done.”
True Story
“Charlie’s our top salesman. Ride with him today. He’ll show how it’s done.”
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• Veterans have skill sets that may be outdated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
7 Steps To Selling Success
The steps are mandatory, but personal style is optional
The Cost of Training
• Formal• Ongoing
Areas of Training• Product knowledge• Sales skills• Advertising• Marketing• Advertiser categories
What is the cost of not training?
Training Plans
New hires – What topics do you train?
Training Plans
Veterans– What topics do you train?
New Hires: Product Knowledge
Benefits of Radio • Reach• Frequency• Targetability• Power of sound• Consumer influence
New Hires: Station Knowledge
• Audience• Format• Coverage• Testimonials• Rates• Ratings • Inventory• Packages• Alternative Revenue• Computer software
New Hires: Policies & Procedures
• Employee handbook• Traffic• Creative• Production• Invoicing• Collections• Commissions
New Hires: Sales Skills
Seven Steps To Selling Success• Prospecting• Appointments• Research• Client Needs Analysis (CNA)• Proposal• Presentation• Close
New Hires: Advertising & Marketing
Tip: Create an Outline
Meetings with • Program Director• Promotions• HR• GM• You
Continuing Education
Annual Training Program• Objections• Proposals• Creative• Prospecting• Appointments• Presentations• Research• Vendors• RAB
Training Tips
• One hour max• Multiple weeks• Homework• Review & quiz• Reward• Reinforce
Preparing Training
Research & developAssign salespeopleRAB.com exploration
Additional Training Opportunities
• Tips clubs• Marketing organizations
• Advertising clubs• Reading
Benefits of Training
• Stability• Increased sales• Improved ROI
www.RAB.com
That Gets Them Started and Keeps Them GoingThat Gets Them Started and Keeps Them Going
Sales Management:
Sales Training
Member Responsemember_response@rab.com
800-232-3131