Twenty or so, the most profitable sentences I've ever committed to memory! ...Call Mark at (501) 859-0500. Years before I had station ownership, I would take an ownership style leadership role. If I wanted Disc Jockeys to do something I would say it was an FCC rule. Engineers were supposed to be the Chief authority in the day to day operation of the station. If you want MOJO, you have to make your own MOJO. Your MOJO is your confidence in closing. Have your presentation rehersed and committed to Memory. This is just one format not THE format. Remember your own understanding of these principals will establish your personal presentation. Your success with these principals will build that MOJO closing after closing. MOJO Building Beginings: Pre-Steps, Every morning stand in front of your mirror and thank God for another 24 hours to sell. Spend the next five to ten minutes smiling and nodding, smiling and nodding, smiling and nodding. Just Do it!
Step #1 Introduce yourself and who you represent, mention you are kind of new to their type of business, but you would like to help them with what you know about promotions. NEVER forget to include smiling and nodding in every introduction at the begining of your presentation. Step #2. Ask Their Needs YesQuestions Discovery Questions - Ask about how their business finds customers, what motivates them to come to their store and what most often triggers them to buy. Your Creative Expertise - How much experiance you have  at successful promotions and ad writing, the production staff of your group of stations, and connections you can make with national expertise thru your companies resources. Trust Building Questions - Let them know that you care about the success of their business, you care about every detail of their promotions. You are their source for ideas to promte their business and you will be there to see thru any promotion on their behalf. Quality of your demographics - How does your stations listeners match their customers and expand their existing marketing plans. Loyalty of your listeners - Talk about your personal observations of customer loyalty in responce to past promotions. Your power to perform for their financial success. You have worked hard to gain the support of your entire station staff to stand behind any promotion they will commit to. You can deliver success that can be measured at the cash register. Never continue a one-way conversation with anyone. 4 to 5 sentences max. Sentence, sentence, sentence, sentence,...Rescue your bad self...Ask a Yes Question...sentence, sentence. Be certain to write down in front of the prospect the answers to their needs questions as you give your presentation. Step #3. Ask a Relaxing YesQuestion...Are you as eager to achieve more... (New Business, Customers, Demographics, Market Exposure, Market Share, Product Recognition, Revenue, or Traffic) ...as much as I believe you are? Step #4. Make a Drivers Seat Statement... You know your situation a whole lot beter than I do... It's up to you, I'll work with you either way. Step #5. Give the Client a Choice Question Close... Would you like to go all out with a six month program... or would 30 days be more what you had in mind today? Step #6. Objections... Other than that, is there anything else preventing your doing this deal? ok,ok,ok, other than that, is there anything else? This is the Pepper Tanner close. Objection Deletion. Step #7. Finish with a Release Statement... Whichever you would rather do is perfectly fine with me. Step #8 Immeadiately break eye contact and look at the contract. ...Pause for as much as 10 seconds...Success! Step #9. Never walkaway without an attempt at closing! What's the use in preaching without an alter call. YOU ARE THERE TO CLOSE...YOU ARE A CLOSER! Step#10 Leave Quickly after closing. You will talk your way out of a deal in seconds.	The Yes Questions list: 1. Do you see the benifit in...? 2. Could you get excited about...? 3. Do you see the value of...? 4. Can you see the value of...? 5. Wouldn't it be terrific if...? 6. Do you see the merit in...? 7. Can you see the merit of...? 8. Aren't you glad at...? 9. Are you looking forward to...? 10. Aren't you excited about...? 11. Isn't it going to be fun when...? 12. Isn't it about time that...? 13. Doesn't it give you confidence to know...? 14. Wouldn't it be worthwhile to find...? 15. Can you see the advanage of...? 16. Wouldn't it be reassuring to...? 17. Don't you feel that...? 18. Wouldn't it be great to save money by...? 19. Aren't you really excited (that)about...? 20. Won't it be gratifying when...? 21. Isn't it good to know...? 22. Wouldn't it be marvelous to...? 23. Haven't you enjoyed...? 24. Haven't you benefited by...? 25. Wouldn't you be happy to find...? 26. Aren't you happy to know...? 27. Aren't you anxious to know...? 28. Isn't it wounderful to find...? 29. Wouldn't it be satisfying to know...? 30. Isn't it wonderful to find...? 31. Wouldn't you prefer...? 32. Don't you feel it's best if...? 33. Don't you feel knowing that...? 34. Can't you see how this would...? 35. Wouldn't it be significant if...? 36. Wouldn't you like to strive for...? 37. Wouldn't the higher quality of life be worth...? 38. Wouldn't it be tremendous if...? 39. Wouldn't you agree...? 40. Couldn't it be great if...? 41. Wouldn't it open doors if...? 42. Isn't it worth...? 43. Wouldn't you benefit by...? 44. Can you gain from...? 45. What do you think about...? 46. Isn't that exciting...? 47. Wouldn't you feel better if...? 48. If the results where...? 49. Wouldn't it change your mind if...? 50. Wouldn't you reach the top in your industry quiker by...? 51. Wouldn't it help your career if...? 52. Do you feel the power in...? 53. Isn't it stimulating when...? 54. Don't you know that...? 55. Wouldn't a highlight be...? 56. Couldn't it light up your life if...? 57. Aren't you delighted that...? 58. Doesn't it thrill you to know...? 59. Wouldn't you be pleased if...? 60. Wouldn't you take pride in...? 61. Wouldn't it be motivating to...? 62. Wouldn't you love to grow by...? 63. Isn't it inspiring to know...? 64. Wouldn't it make a differance if...? 65. Wouldn't your success e more guaranteed if...? 66. Wouldn't you enjoy knowing...? 67. Do you realize the importance of...? 68. Wouldn't your family enjoy...? 69. Can you see the potential of...? 70. Wouldn't it be comforting to know...? 71. Wouldn't it be an exciting challenge if...? 72. Isn't it going to be incredible when...? 73. Could you reach more of your potential by...? 74. Can you visualize the monitary gain of...? 75. Could you get excited by a program about...? Smiling and Knodding, Smiling and Knodding. Always be prepared to deliver your presentations from Memory. Write down individualy on index cards each yes question and on the back of the card use it in a complete sentence. Practice them in groups of five or ten. Seventy Five Yes Questions are presented here as a guide. You may add or revise many of these on your own. Practice, Practice, Practice until they are automatic.
Post Closing Execute the order or promotion as presented. Always preserve the integrity of your station in your deals. Follow up after the sale. Reselling an old friend is your truest test. If you will quit making things up as you go along and believe you are an accomplished trained professional salesperson who knows everything imaginable about the stations you represent, You can ASK your own way to success. Have a established presentation you know from memory. Be honest with yourself about the number of presentations you make. If you are uncomfortable learning this talent you should look into another business. YOU CAN NOT HIRE AWAY THIS SKILL! When your wife leaves you and you are alone and broke with a station you cant run DONT CALL ME. As an owner, not only do you need to know this, but you need to be able to teach this. If someone is really a superseller they already have their own deal TRUST ME.
Internet Tools I use www.dogpile.com for general content, subject, or phrase search's. I used to use www.register.com to search for any companys URL's www.betterwhois.com gives me direct access to information about owners of those sites. When I see a lead on TV, I check out names and products on search engines, If you get a webname you've hit gold. ICCAN requires contact names and phone numbers of the owners of those web sites. Many times a marketing company will give out phonebank numbers on ads but those numbers have no access to the decision makers. Go to www.Register.com, they can give you that information if you check available names such as "yesquestions" and it will list that name as taken. Then select that name for Whois information and you will see Comfort Communications Corp, My name and Phone number. The internet can give you access to newspapers business sections across your regional area or anywhere. There is the old fashion way of Cathy-Order-Taker just hanging out at the office and waiting. Beware of those who are too good at computer solitare. Never Let your guard down. The one thing you always are short of is time. Your day to day expenses, cell phone, car wear and fuel expense, apearance costs, and client lunches need daily calculation to keep the pressure on. Keep your MOJO (sprits) up. BE HUNGRY!!! I have found the most new money already on TV, in the paper, or followed leads by finding phone numbers of websites and their owners. Some leads are found the old-fashioned way just driving around but never under estimate the power of research. Keep your valuable leads secure. Don't give away tips around the office by mistake.
Super Prospecting Skills are a critical tool. Beyond a doubt this is where the rubber meats the road. Your Best Accounts lay out and some just play out...finding new money is easy!!! Walk the Beat. From your existing clients find out who has friends and family in other business ventures and who would recommend you as the best sales rep. Who knows when new business is ready to open? Ask your neighbors. If you wait someone else has it already. Public records of new business licenses, building permits, and Chamber of Commerce memberships are good sources of timely targeted lead lists. Think and Look when you drive about town if you visit another town hit the Chamber and City Hall...just take the time to ask. Media Scan everybody. Submerge your self totally in media noises and listen like a fisherman trolling bait where the big fish swim. Radio Shack sells an Optimus stereo digital radio (cat# 12-797 @ $69) that picks up AM/FM/Weather/and TV audio and a 12 volt adapter for the car. Top billing TV sales departments find the big bucks. Never turn it off while driving. Listen to your top billing radio groups too. You can adjust radio volume low and left speaker and TV low and passenger side front seat...Think and take notes in a safe way, NOT while driving. Sundays and Wednesdays are business push days for the newspaper. Physically clip the ads and scan the business section for new business promotions. Dollar Savers and Thrifty Nickel papers count too. Check out when the Yellow Pages insertion deadlines are. Press clients with your best annual contract bargains months before their deadlines.