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Why Some Presentations Stand Out

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(12/27/2013 10:38:31 PM)   Flag as inappropriate content
Yes, as an advertiser,I would certainly want to "build a relationship" with someone who didn't know my market and didn't understand my competition!

Don't waste precious time in a sales call talking about ME; I want to learn everything about YOU and your station! For heaven's sake, don't bother listening; just talk and talk and talk!

- Jeremy Mott
(1/7/2013 1:15:09 AM)   Flag as inappropriate content
This is precisely one of radio's big problems-- too many consultants like Rob Adair, telling everyone what they should do. Micro-managing
the content percentage and number of pages on presentations is absurd. A successful salesperson builds relationships, and engages the client in a process where the client trusts the salesperson, and is motivated to buy. ...On the other hand, prevention of new business sales is caused in part by too many useless sales meetings, and consultant interference.

- Bob MacKay

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