The RAB just selected one of our radio sales websites - TopekaRadioAdvertising.com as one of the “5 Best Radio Websites in America.” Show us some love and give us your vote and support.

CLICK HERE AND VOTE FOR TOPEKA RADIO ADVERTISING
Voting through November 3rd.

In case you didn’t know, I produce this Radio Sales Blog for fun, but I spread the wealth with www.salesimaging.com, where we create and manage radio sales department websites in over 40 U.S. markets.

It’s very cool to see the Radio Advertising Bureau recognize one of our radio sales websites. We’re especially happy that the industry has taken notice that radio websites can be used to generate new business and influence advertisers (instead of holding to the traditional mold that a radio website only exists to support programming). Hooray for sales & marketing!

Please take a moment to vote for Topeka Radio Advertising Dot Com: http://www.rab.com/public/rst/article.cfm?article=2&id=1580/

Thanks for your time. I appreciate it.

December will be National Drunk and Drugged Driving Prevention Month, National Tie Month, and Safe Toys and Gifts Month.

Human Rights Week: December 10-17
Chanukah: December 22-29
Special Kids Day: December 3rd
World AIDS Day: December 1st
Pearl Harbor Day: December 7th
Human Rights Day: December 10th
Bill of Rights Day: December 15th
Wright Brothers Day: December 17th
Underdog Day: December 19th
Christmas Eve: December 24th
Christmas: December 25th
National Whiner’s Day: December 26th
New Years Eve: December 31st

Successful radio advertising pros are often natural at sales. But closing requires more than a winning personality. As any advertising veteran will tell you, closing can be tricky, and there are many places where a false move can delay or derail a sale. You can boost your odds of completing the deal simply by avoiding these three classic closing mistakes:

1.  Not asking for the business.
This is by far the most common mistake in the process. You would think it would be obvious: Either you ask for the business or you don’t. But asking for business is more of an art than a science. Good, clear questions lead to successful closes but are often confused with requests for opinion and ambiguous queries, which do little more than lead to other questions. As a mentor once told me, “ask and you get, don’t and you won’t.”

2. Ignoring the prospect’s signals.
You know selling is more about listening than talking. After you’ve asked closing questions, stop talking. Let the prospect answer. It’s tempting to keep selling when you should be listening, but you’ll do a lot better if you learn to stop when you’ve said enough.

3. Becoming jaded.
Attitude is everything in sales. Don’t let past experience negatively affect your closing techniques. And don’t let your successes cloud the circumstances of the current situation. Getting too caught up in the success or failure of each interaction can also be a problem. The best salespeople treat each new prospect as if they were the first and most exciting customer in town.