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RAB

Welcome to the. RAB Foundations Course Consultant Style Selling. Brandeis C. Hall bhall@rab.com 800-232-3131. John Potter jpotter@rab.com 800-232-3131. www.RAB.com. Getting To Know Each Other. Name, station, market How long in radio / radio sales What you did before radio

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RAB

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  1. Welcome to the RAB Foundations Course Consultant Style Selling • Brandeis C. Hall • bhall@rab.com • 800-232-3131 • John Potter • jpotter@rab.com • 800-232-3131 www.RAB.com

  2. Getting To Know Each Other Name, station, market How long in radio / radio sales What you did before radio One word that you would use to describe a ”typical” sales person

  3. Paradigm Paradigm Shift

  4. Paradigm Paradigm Shift

  5. Role of the Radio Marketing Consultant www.RAB.com

  6. Traditional Style Selling Open Pitch Close Overcome objections Close Deal with rejection Find another target

  7. Consultant Style Selling Different from traditional selling Not about you, all about the prospect Centered on solving client problems Positions you & your station as the solution Establishes you as a professional partner

  8. Pop Quiz True or False: This is a TRADITIONAL style sales operation... www.RAB.com

  9. The Necessity of a Formal Sales Process

  10. Steps to Selling Success

  11. Additional Concepts to Consultant Style Selling Perception is… The Wall The Basket It’s not what you say… “C” is for… “R” is for…

  12. Benefits of Using Consultant Style Selling Higher rates Longer schedules Easier Closing Long term relationships

  13. Welcome to the RAB Foundations Course Consultant Style Selling • Brandeis C. Hall • bhall@rab.com • 800-232-3131 • John Potter • jpotter@rab.com • 800-232-3131 www.RAB.com

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