RADIO SALES OBJECTIONS BOOK - OVERCOMING RADIO SALES OBJECTIONS
RADIO SALES OBJECTIONS BOOK - OVERCOMING RADIO SALES OBJECTIONS
Successful radio salespeople learn to overcome radio sales objections from advertising prospects...if they have an objections scriptbook to turn to.
A Message For Radio Advertising Salespeople"
When a prospect says, "I tried radio and it didn't work" or "I can't afford it" -- or even "I don't like your owner! "-- do you know exactly how to respond? You'll always know what to say when faced with any of the 30 most common radio sales objections, with the help of...
THE RADIO SALES OBJECTIONS SCRIPTBOOK
by Irwin Pollack with Dan O'Day
(60-page e-book) (PDF format)
317 Responses To The 30 Most Common Objections Radio Advertising Salespeople Hear From Prospects
Every successful radio sales account executive learns to overcome objections. THE RADIO SALES OBJECTIONS SCRIPTBOOK gives you 317 responses to use when confronted with the 30 most common objections radio salespeople hear.
How Many Good Responses Do You Need For Each Objection?
One.
You'll certainly find more than one per category that you can use or adapt. But you don't need 100 great responses to each objection. You need one that fits you perfectly.
Your Goal Is Not To Win A Verbal Battle.
By rehearsing and having handy in your memory a number of good responses to prospects' objections, you are not trying to win an argument. You're not attempting to "one-up" them.
If you see "overcoming objections" as a competitive endeavor, you might win the battle of wits -- "proving" that your prospect iswrong -- but you'll lose the wari.e., the sale.
Then What Is Your Goal?
None of these scripted responses is intended to "win the argument." They are not weapons. They are means of beginning (or continuing) a conversation with your prospect.
Your goal isn't to win a battle of wits. It's to engage your prospects in meaningful conversations about their businesesand how you can help them.
317 tested, proven responses to the 30 most familiar, toughest objections radio salespeople hear every day "on the street."
Business/The Economy Is Killing Me
Let Me Think It Over
I've Got To Check With My Partner/Spouse
I Need Guaranteed Results
I Tried Radio And It Didn't Work
My Budget Already Is Spent
Your Rates Are Too High
I'm Buying TV
I've Never Heard Of Your Station
Our Customers Don't Listen To Your Station
I Don't Like Your Music (Or Radio Hosts)
Business Is Good; I Don't Need To Advertise
I Only Use Newspaper
Word Of Mouth Does Just Fine For Us
You'll Have To Talk With Our Agency
Your Ratings Suck
I Can't Afford It
I'm Doing Direct Mail
Home Office Won't Let Me
You're The Third Rep Who's Called Me In Six Months
Your Station Doesn't Work
Call Me Next Month
I Don't Like Your Owner/Manager
I'll Give You A Piece Of Everything Your Station Sells
E-Mail It To Me; I'll Call You When I'm Ready
It's Too Hard To Measure Radio Results
Here, Take $500. Let Me Test Your Station
Your Station Screwed Things Up Last Time
I'm Using The Yellow Pages
All Our Money Is Going Into A Big Internet/Social Media Campaign
Use just one of these successfully, just once, and this book
becomes the smartest radio advertising sales investment you've
ever made!
THE RADIO SALES OBJECTIONS SCRIPTBOOK is a 60-page e-book (PDF format), available for immediate download.
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