Today, we have many options in our sales arsenal to offer to our clients. Not only are we selling radio, many of us are now selling digital products as well. It can be a bit overwhelming. How do we know what to present to our clients?

Sales is a process, whatever we are selling.

It all starts with knowing our clients. We must access and understand our clients’ worlds in a deeper way than ever before.

The traditional client needs analysis meeting doesn’t work well today. Our questions must be more sophisticated, they must probe more deeply into the business aspects of our clients. We must understand their problems, know the ramifications of those problems for the business and how those problems will affect our client personally. We must know our clients’ metrics.

Understanding the goals and objectives of our clients will allow us to craft solutions to those goals and objectives through our campaigns. It will result in larger agreements for us and better results for our clients.

In the first hour, we will learn what topics we MUST know when we leave a client needs analysis meeting and the questions to ask to get this information.

Our second hour will be devoted to learning a revolutionary technique to make “No” a suggestion, not the final answer. Closing sales is a process, and we will study the buy cycle of consumers and the steps necessary to lead our clients through the Marketing Channel to a positive conclusion.

Hint: it’s all about questions!

Selling today is not what we TELL, it’s what we ASK. Questions are truly the heart of the sales process. Learning to ask great questions is an art form. You will leave the session prepared to have your clients say, “That’s a great question. No one’s ever asked me that before!”

It’s not about us: It’s about them!