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Keith.Hanshaw@Cumulus.com

Author: khanshaw

Helping your business GROW through effective radio and digital marketing and advertising.

Daily Sales Tip – Leveraging cause-related marketing opportunities

We all know that radio gets results; however, there are some companies that still don’t appreciate the power of radio. Cause-related marketing (CRM) could be the key that opens the door to companies that are not radio-friendly. If your station offers CRM opportunities, use those occasions to revisit non-radio prospects. These companies might want to…
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Daily Sales Tip – Calling the referred prospect

The natural inclination when you’ve received a referral is to pick up the phone and call the prospect. Wrong move. When you simply pick up the phone and call, you’re giving the prospect the opportunity to determine you’re nothing but another tele-marketer and to mentally cut you off before you even have the opportunity to…
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Daily Sales Tip – Plant the seeds of tomorrow

Some salespeople view prospecting as nothing more than lining up the next sale. That’s a fallacy. Prospecting is a process in which prospects make the decision to do business with you. Few of them act quickly today. Many won’t make a decision until their backs are against the wall. This means that no one ever…
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Daily Sales Tip – The value of empathy

Sales trainer/speaker Colleen Stanley Most sales coaching and training programs don’t teach an important skill for influencing people: empathy. Empathy is an emotional intelligence skill, defined as the ability to walk a mile in another person’s shoes. It’s the ability to know what another person is thinking or feeling. Without empathy in sales, a salesperson…
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Daily Sales Tip – Watch the competition

Be aware when your competitors make changes to their processes or staff. Sometimes their customers feel neglected or underserved when changes are made that may cause problems with service, quality or delivery. There is no better time for a salesperson to make serious inroads on accounts that had always seemed locked up by a competitor.…
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