Helping Radio Stations Make Great radioRadio sales training
Articles and resources to help radio sales executives build their sales skills
The primary cause of call reluctance is simple: Fear of rejection. What if the prospect asks you a question that you don’t have a good answer for? What if the prospect is a jerk? What if the prospect insults you? What if the prospect makes you look like an idiot? The only way the prospect can do any of those things is if you don’t believe that you are bringing genuine value to the prospect.
Consider your opening statements on a cold call. Are they effective at getting your prospects attention? Do they serve the purpose you intended? If your opening statements are designed to impress the prospect about your station, you’re fighting a losing battle.
There are three cold calling truths in sales. The first is that nearly every sale worth making begins with a cold call. The second is that nearly every sales professional hates cold calls. The third is that cold calling is necessary. Nearly Every Sale Worth Making Begins With A Cold Call Nearly Every Sales Professional Hates Cold Call Overcome the fear of cold calling.