Dan O'Day's Radio & Voice Over Seminars


STREETWISE RADIO SELLING
by Pam Lontos

6-Hour Audio Seminar + 180-Page PDF Transcript

Personal recommenation from Dan O'Day:

R
Pam Lontos is a natural born salesperson...
and an excellent, empathetic teacher of other
sales people.

She began her radio sales career as a station
account exec in Dallas, Texas. Because she didn't know "the
rules" of being a run-of-the-mill sales rep, she kept returning
to the station with sale after sale.

Soon she was promoted to Local Sales Manager, where she
was responsible for doubling the station's billing in her first
month.

A year later, she and her staff had increased sales by 500%.

She was promoted to Vice President of Sales for the entire
radio group. Then she launched her own sales training
company, wrote a couple of best-selling books....

And virtually all of her success comes from her brand of
"streetwise selling."

The description below gives you a thorough view of the
contents of this radio sales training course.

This course does not contain:

Theoretical fluff that simply doesn't work in the real world

Flash-in-the-pan tactics that sound good in the safety of a
sales seminar but die a quick and painful death "on the
street"

Ideas for sales promotions or "non traditional revenue"

Strategies for selling against (or with) the Internet

If you're looking for the latest silly gimmick, do not download
this course
.

If you're looking for a magic button you can push and —
voila! — sales magically appear, do not download this
course.

On the other hand, if you're looking for solid, smart, fearless
radio sales techniques, strategies and tactics from one of
radio's most successful and respected experts, then this is
the radio sales training you've been looking for.

Module One
Audio: 30 Minutes
PDF Transcript: 17 Pages

INTRODUCTION BY BRIAN TRACY

OVERVIEW

  • The folly of getting upset when a prospect says "no"

  • You can't lose a sale you never had

  • Why Sales Technique and Motivation trump "product
    knowledge"

RIGHT BRAIN SELLING & HYPNOTIC SELLING

  • The shortcut to sales success

  • The power of Verbal Suggestion

  • Why you must close several times during your
    presentation

  • Using Positive Manipulation to overcome false objections

  • How to motivate with emotions

  • The most common reason prospects give false objections

  • The simple formula for overcoming "Your Price Is Too
    High"


  • Why selling from the Right Brain is more effective

  • Why selling from the Right Brain is more enjoyable

Module Two
Audio: 30 Minutes
PDF Transcript: 16 Pages

REACHING THE DECISION MAKER

  • 17 Tactics To Get To The Decision Maker

HOW TO GET THE APPOINTMENT ON THE PHONE

  • Understanding the true purpose of your call

  • How to make prospects want to see you

  • Verbatim scripts for overcoming appointment objections, including...
    - "My budget is spent."
    - "I can't afford to risk changing my current advertising."
    - "Just explain it to me now."
    - "I'm too busy now. Try me next month."
    - "Just mail or email me the information."
    - "I do all my advertising in the newspaper."

  • Verbatim role-playing examples

  • 10 Rules For You To Follow When Calling for
    Appointments

THE POWER OF THE SALES CIRCLE

  • Why the traditional sales method (Rapport – Questions –
    Presentation – Buying Signal – Close) no longer is good
    enough


  • The Power of The Sales Circle

  • How The Sales Circle creates a conversation with the
    prospect, not a "presentation"

  • How The Sales Circle takes the stress out of handling
    objections


  • How The Sales Circle lets you know exactly when to
    close the sale

Module Three
Audio: 1 Hour, 15 Minutes
PDF Transcript: 37 Pages

HYPNOTIC SELLING

  • 8 ways to establish instant emotional rapport

  • 11 rules for using Hypnotic Words

  • 20 Hypnotic Techniques to affect the prospect's behaviors

  • 11 keys to influencing via your Body Language

  • 8 Hypnotic Techniques that help build trust

Module Four
Audio: 55 Minutes
PDF Transcript: 36 Pages

CONTROLLING WITH QUESTIONS

  • The three primary objectives your questions can
    accomplish


  • 25 Questions to help you identify your client's Hot Button

  • 27 Questions that will eliminate objections in advance

  • Verbatim role-playing examples

Module Five
Audio: 55 Minutes
PDF Transcript: 54 Pages

STRATEGIES FOR ELIMINATING OBJECTIONS

  • Why you never should be afraid of objections

  • How to eliminate all objections before beginning your
    sales presentation

  • The #1 "secret reason" behind most objections

  • Why a prospect's objection to your price is a good sign

STRATEGIES FOR ANSWERING OBJECTIONS

  • Ten different strategies for answering objections

  • "My budget has been spent."

  • "I buy only newspaper."

  • "I tried radio, and it didn't work."

  • "Your ratings are too low."

  • "Your rates are too high."

  • "I use another radio station."

  • "I'll think about it."

  • "I need to talk to my partner."

  • "I had a terrible experience with another of your
    station's account executives."


  • "Your competition is offering me a 50% discount."

  • "I won't buy without a discount."

  • "Radio doesn't work."

  • "I don't like your station's programming."

  • Verbatim role-playing examples

  • Six vital tips for handling objections

Module Six
Audio: 60 Minutes
PDF Transcript: 31 Pages

RAISING VALUE WITH BENEFIT SELLING

  • Why simply "overcoming objections" isn't enough

  • How to increase your prospect's "want"

  • The Beach Ball Exercise

  • Fact – Advantage – Benefit

  • The key ingredient to the Benefit

  • Verbatim role-playing examples

CONVERTING NEWSPAPER ADVERTISERS INTO RADIO ADVERTISERS

  • 13 specific strategies for getting newspaper advertisers to move their ad budgets to radio

  • Why most radio salespeople call on the wrong prospects

  • Why most radio salespeople focus on the wrong budget

  • How to sell a Media Mix

  • How to protect yourself from unfair comparisons with newspapers

  • The sure-fire 10-minute presentation

  • How radio advertising works differently than print advertising

  • How to mix radio and newspaper without increasing the client's budget

Module Seven
Audio: 60 Minutes
PDF Transcript: 36 Pages

CLOSES and TRIAL CLOSES

Did you know that studies show more than 70% of salespeople don't
ask for the order
?

If you don't ask for the order, you don't make the sale.

If you don't make the sale, you won't be able to help the prospect.
And you won't make money.

That's why this invaluable module includes:

  • The three key personal ingredients to closing the sale

  • Why "tension" is your friend

  • 25 different closing methods

  • Verbatim role-playing examples of all 25 closes
Download your 7 mp3 audio seminars + PDF study guides now for just $97.
(6 Hours audio; 180 pages transcript; Instant Download!)    

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