The Six Step Selling Process

This course is designed to teach a salesperson a professional approach to selling. Each salesperson will be attending the on-line classes and then working the material in their market on their own account list. At the end of the course, the salesperson will have a list of qualified prospects, a professionally prepared sales presentation and a refined sales talk they can use on every call.

Step One - Prospecting

Step One in The Six Step Selling Process is Prospecting. The salesperson will learn how to prospect for potential new clients using tools and skills that will generate new leads all year long:

  • The ABCs of a Qualified Prospect workshop
  • Identifying high value prospects in key categories

Step Two - Appointment Setting

Step Two in the Six Step Selling Process is Appointment Setting. The salesperson will learn new appointment setting skills and techniques that will help them set appointments now and in the future:

  • Professional business letter template.
  • Telephone appointment setting script
    • Role playing
    • Responses for stalls and objections.
  • CRM integration with your systems:
    • Radio Advertising Bureau Account Manager

Step Three - Customer Needs Assessment

Step Three in the Six Step Selling Process is the Customer Needs Assessment. The course provides your team with the basics for identifying and quantifying the prospects needs.

  • Customer needs assessment questionnaire.
  • Creative message template for a customer commercial.
  • Customer Return On Investment Worksheet.

Step Four - The Presentation

Step Four in the Six Step Selling Process is The Presentation. The course provides the salesperson with a presentation template, script and skills they will need to build their first  presentation and subsequent face-to-face presentations throughout the year.

  • Four Keys to Advertising Success® presentation deck. (PowerPoint)
  • Four Keys to Advertising Success® presentation script
  • Practice responses to virtually every objection or stall you may encounter.

Step Five - Closing the Sale

Step Five in the Six Step Selling Process is Negotiating to an Agreement, or closing the sale. The course will help the salesperson learn how to close more sales.

  • Role playing.
  • Training on using the contract as a closing tool.
  • Training on using the demo commercial as a closing tool.
  • Practice responses to virtually every objection or stall you may encounter.

Step Six - Service, Renewals & Referrals

Step Six in the Six Step Selling Process is Service, Upsell & Referrals. The course will teach the salesperson the importance of follow through with their new customer to gain additional sales and referrals. Some of the training topics include:

  • The Tune Up presentation.
  • The Station Invite presentation
  • The Billing Review meeting.

Spike SanteeThe Profession of Radio Advertising Sales