: Advertising

: sales

RADIO SALES TIP: How to Use Open Body Language

Radio sales trainer Pam Lontos shows station reps how to use body language to keep the presentation to the client on track. A valuable radio sales training lesson for account executives selling radio advertising, the salesperson should use open body language when talking to the client or excited when the client is interested; relax if he starts to feel pressured. When the client gives us an objection, crosses his arms, and leans back with his negative body language, the crossed arms indicate a barrier that he’s putting between you and him. Often the station rep will also cross their arms, not even realizing they’re doing so. They’re being reacted negatively to, and they just automatically start to use negative body language, the situation has worsened. You have the both the client and the account exec with their barriers up a double barrier, if you will. So when the client feels pressured, you need to relax. Lean back and talk slower relax the sure you do not cross your arms when you are confronted with an objection. As the client uncrosses his arms and becomes more positive as you lean back, relax and slow down your sales presentation, probably you should quit selling for a few minutes and go back to just rapport or talking about something different than the sale. So you go back to the emotional rapport as the client starts to show more positive body language, you can lean forward and start to speed up your radio sales presentation again. But be sure that you don’t cross your arms or use negative body language. Use positive body language at all times when engaged in radio :When selling radio advertising, the salesperson should use open body language when talking to the client or excited when the client is interested; relax if he starts to feel pressured. When the client gives us an objection, crosses his arms, and leans back with his negative body language, the crossed arms indicate a barrier that he’s putting between you and him. Often the station rep will also cross their arms, not even realizing they’re doing so. They’re being reacted negatively to, and they just automatically start to use negative body language, the situation has worsened. You have the both the client and the account exec with their barriers up a double barrier, if you will. So when the client feels pressured, you need to relax. Lean back and talk slower relax the sure you do not cross your arms when you are confronted with an objection. As the client uncrosses his arms and becomes more positive as you lean back, relax and slow down your sales presentation, probably you should quit selling for a few minutes and go back to just rapport or talking about something different than the sale. So you go back to the emotional rapport as the client starts to show more positive body language, you can lean forward and start to speed up your radio sales presentation again. But be sure that you don’t cross your arms or use negative body language. Use positive body language at all times when engaged in radio selling.