Goin’ Back Home

When I was in high school, I wanted to be Mason Lee Dixon.  Mr. Dixon (this may not have been his real name) was a disc jockey on 630 KXOK Radio in St. Louis. I managed to get a job answering the request lines at crosstown rival KSLQ, and my radio career was born. At […]

radio salesperson coming home

What Are You Doing Friday Afternoon?

It was a Friday, about 10:15 in the morning. I was working on some auto dealer copy. At a nearby cubicle, a couple of my radio sales co-workers were talking.   For the purposes of this story, I’ll call them Greg and Bill.   Greg and Bill were discussing all the reasons they weren’t going […]

Salespeople can make one more sales call on Friday

Are You Underselling?

Are your clients investing enough to get results? If not, the fault may be with your proposals. When I prepare for a market visit, I like to ask managers and salespeople how much money it takes to generate measurable results on their station. The answer I get varies depending on market size, rates and ratings, […]

Radio and TV salespeople should ask for enough to get results

Is Jargon Killing Your Sales?

Do you use jargon in your sales presentations? Industry terms that, while understood by your  colleagues, mean nothing to your customers? Jargon can scare your prospects away without your even knowing it. Plain talk makes sales. Fancy talk makes you sound lame. – Jeffrey Gitomer I once watched a TV salesperson present some online marketing […]

Sales jargon confuses prospects