Sales Training

This page is a database of articles and downloadable white papers on many different aspects of sales training. You can search for any particular topic (e.g. "cold-calling") by typing it into the search box above the list of contents to the right. If you use the productivity tools in Connect (Calendar, Contacts, Workshop, Dashboard) you can use your dashboard results to see which areas of selling you have the most weak spots and then come to this page to find training resources to help you improve.

Monthly Self Assessment Questionnaire

Before you leave your desk today - do it right now. Take out your diary and on the 1st working day of each of the months ahead write at the top of the page, one of the questions you will find in this week’s download. One question for each month, and then, at the beginning of each month, review each question and how it applies to you. If things aren’t going so well and you’d like to improve, create yourself an action plan to change the way things are.

Month One:
What is your current number of presentations to number of sales ratio? Does it need improving?

Month Two:
Are you meeting & exceeding your personal activity goals? Your radio stations required activity goals?

Month Three:
Are you currently meeting exceeding your personal sales goals, and your company’s sales goals?

Month Four:
What is your copywriting ability like? Do your ads get results? Have you read an “how to write ads” book in the last six months?

Month Five:
What are you putting out? What is your energy like? Do your colleagues find you helpful, inspiring, and a pleasure to work with?

Month Six:
What is your level of advertising expertise like on your own radio station, on advertising, on your competitive media?

Month Seven:
Are you writing 10% more in billings than six months ago?

Month Eight:
How well do you and your radio station(s) help meet the needs of your prospects and clients - real or perceived?

Month Nine:
To what degree do your clients and prospects enjoy working with you and your radio station(s)?
Do you ask them?

Month Ten:
Has your closing ratio improved since you last looked? If it was 1:7 then, is it 1:4 now? How can you get there?

Month Eleven:
Are you hot or cold for selling radio advertising?

Month Twelve:
What has happened over the last twelve months? Have you moved in? Or do you need to move.

Ten rules for the good life

Never put off till tomorrow what you can do today.

Never trouble another for what you can do yourself.

Never spend your money before you have it.

Never buy what you do not want because it is cheap; it will never be dear to you.

Pride costs us more than hunger, thirst, and cold.

Never repent of having eaten too little.

Nothing is troublesome that we do willingly.

Don't let the evils which have never happened cost you pain.

Always take things by their smooth handle.

When angry, count to ten before you speak; if very angry, count to one hundred.

Thomas Jefferson's ten rules for the good life
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Sales Training