2007 Fall list: Successful Local Broadcast Sales Review

2007 Fall list: Successful Local Broadcast Sales
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2007 Fall list: Successful Local Broadcast Sales ReviewThis book has been out for over two years, and nobody has written a review? This book is an undiscovered treasure, I think.
First let me say that it's refreshing to read a book on selling advertising by someone who has actually done it.
This book covers all the bases, prospecting, answering the most common objections, and closing.
It's obvious that the author has a firm grasp on how selling actually works.
He covers all the ways your client might advertise, and all their strengths and weaknesses.
He covers the most important part of advertising; Know how to advertise. It's the secret that separates the high producers from the bottom feeders.
He also covers completely how to convince the client to see advertising as an investment, and not an expense. How to discuss Return On Investment instead of the cost of the ad.
This is a complete course on how to sell broadcast advertising. But I would recommend the book to anyone selling any sort of advertising. The principles, problems, objections, and solutions are the same.
I wish I had written it.2007 Fall list: Successful Local Broadcast Sales Overview

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