{"id":1018,"date":"2015-11-11T19:23:10","date_gmt":"2015-11-11T19:23:10","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=1018"},"modified":"2016-02-05T18:52:39","modified_gmt":"2016-02-05T18:52:39","slug":"take-responsibility-for-no","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/take-responsibility-for-no\/","title":{"rendered":"Take Responsibility for &#8216;No&#8217;"},"content":{"rendered":"<table id=\"content_LETTER.BLOCK19\" border=\"0\" width=\"100%\" cellspacing=\"0\" cellpadding=\"0\">\n<tbody>\n<tr>\n<td class=\"Content MainText\" colspan=\"1\" rowspan=\"1\" align=\"left\" valign=\"top\">\n<h4>You need to take responsibility when a prospect says &#8216;No&#8217; to your presentation.<\/h4>\n<h4>\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Busy decision makers do not take time to make an appointment to see your presentation unless they have an interest in what you have to offer. When they do take time to see you, but turn down your proposal, you have either misdiagnosed their situation and objectives during your Customer Needs Analysis (CNA), or your presentation missed the mark.<\/h4>\n<h4>\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 We review hundreds of radio presentations every month to help our station clients create better presentations and improve their closing ratios.<\/h4>\n<h4>\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Often your presentation misses the mark because of the lack of use of power- words. We reviewed one presentation this week, for example, where the heading on the last page was &#8216;Suggested Spend&#8217;.<\/h4>\n<h4>\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 It would have been much more powerful to say &#8216;Recommended Investment.&#8217;<\/h4>\n<h4>\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 A recommendation is stronger than a suggestion, and everyone would rather invest than spend.<\/h4>\n<h4>\u00a0 \u00a0 \u00a0 \u00a0 \u00a0Paying careful attention to your use of language and power words in your\u00a0presentations can be one of the steps in creating\u00a0more successful<\/h4>\n<div>presentations.<br \/>\nYour presentations also need to address your prospects conversationally, and directly. That same presentation we reviewed read, &#8216;Advertisers should&#8230;..&#8217; where it should have read &#8216;You should&#8230;.&#8217; speaking more directly to the client\u00a0rather than to all advertisers generically.<\/p>\n<div><\/div>\n<\/div>\n<h4>P.S. Have you found these free weekly ENS on Sales tips helpful? If so, we&#8217;re asking a favor in return.<\/h4>\n<h4>We&#8217;re asking every ENS on Sales reader to forward this ENS on Sales to two of their peers, and recommend they begin to receive these free weekly tips by<a href=\"http:\/\/visitor.r20.constantcontact.com\/manage\/optin?v=001t23upCUpnhEltMKcsbALv6R2RLIZPXRco1bG4sxuVP99kLzU_N0RO9q19Ztb_V0sIbcdWccLjSRzpHO-DutU8of1eMNDoKvS6fWlxKWdjbkG3a2vDb9xPbAid6VJu8lmoWdtHm6rcKe9-D8OuoZjQ6YU1-VM_lxSqTAePjU7Xoc%3D&amp;id=preview\" target=\"_blank\" shape=\"rect\">clicking on this link<\/a>.\u00a0 \u00a0 \u00a0 \u00a0\u00a0\u00a0(This will take you to our sign up page)<\/h4>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<table id=\"content_LETTER.BLOCK20\" border=\"0\" width=\"100%\" cellspacing=\"0\" cellpadding=\"0\">\n<tbody>\n<tr>\n<td class=\"Content MainText\" colspan=\"1\" rowspan=\"1\" align=\"left\" valign=\"top\">\n<div>Sincerely,<\/p>\n<table class=\"OneColumnMobile\" width=\"86\" cellspacing=\"0\" cellpadding=\"0\" align=\"none\" data-padding-converted=\"true\">\n<tbody>\n<tr>\n<td colspan=\"1\" rowspan=\"1\" width=\"1%\">\n<div align=\"center\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/mlsvc01-prod.s3.amazonaws.com\/fac4cac7201\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg\" alt=\"\" width=\"86\" height=\"60\" name=\"ACCOUNT.IMAGE.19\" border=\"0\" hspace=\"0\" vspace=\"0\" \/><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div>Wayne Ens<\/div>\n<div><a href=\"http:\/\/www.wensmedia.com\/\" target=\"_blank\" shape=\"rect\">ENSMedia Inc.<\/a><\/div>\n<div>705-484-9993<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n","protected":false},"excerpt":{"rendered":"<p>You need to take responsibility when a prospect says &#8216;No&#8217; to your presentation. \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Busy decision makers do not take time to make an appointment to see your presentation unless they have an interest in what you have to offer. When they do take time to see you, but turn down your proposal, you have [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[89,90,36,9,88],"class_list":["post-1018","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-no","tag-objections","tag-presentations","tag-radio","tag-responsibility"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Take Responsibility for &#039;No&#039; - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/take-responsibility-for-no\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Take Responsibility for &#039;No&#039; - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"You need to take responsibility when a prospect says &#8216;No&#8217; to your presentation. \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Busy decision makers do not take time to make an appointment to see your presentation unless they have an interest in what you have to offer. 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