Successful Local Broadcast Sales

CHAPTER

2

Using Media-Savvy Strategiesto Get Appointmentswith Key Decision Makers

THE FIRST “CLOSE” YOU MUST MAKEIN THE SELLING PROCESS IS TO GETAN APPOINTMENT WITH YOUR CLIENT

One of the biggest problems in the broadcast sales business is getting the initial appointment with a prospect. The first words that come out of our mouths, either over the phone or in person, are critical to whether the client will allow us the opportunity to make a presentation. The purpose of this chapter is to discover better, more effective ways to “close” on getting ...