{"id":2013,"date":"2021-03-30T13:56:06","date_gmt":"2021-03-30T13:56:06","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=2013"},"modified":"2021-03-30T13:56:06","modified_gmt":"2021-03-30T13:56:06","slug":"the-powerful-truth","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-powerful-truth\/","title":{"rendered":"The Powerful TRUTH"},"content":{"rendered":"<h4 style=\"text-align: left;\" align=\"center\">The majority of business owners, managers, and media buyers that deal with media reps have heard nearly every song and dance there is about why they should buy from you and your stations.<\/h4>\n<h4><\/h4>\n<h4>What a lot of them haven\u2019t heard is&#8230; the TRUTH!<\/h4>\n<h4><\/h4>\n<h4>If you are not doing so now, here are some of the TRUTHS about radio that we should be sharing and using in our presentations with the decision-makers:<\/h4>\n<h4 align=\"center\"><\/h4>\n<h4 align=\"center\">\u201cGood advertising won\u2019t make a bad business a good business.\u201d<\/h4>\n<h4 align=\"center\">\u201cWe suggest fixing the inside of your business before you consider advertising.\u201d<\/h4>\n<h4 align=\"center\">\u201cNo one listens to our radio stations for the ads.\u201d<\/h4>\n<h4 align=\"center\">\u201cWhen the jock stops talking or the song ends, and the ads come on, people actually lean back and subconsciously turn their ears off.\u201d<\/h4>\n<h4 align=\"center\">\u201cThe radio station is not the most important element in determining whether your campaign will be successful or not.\u201d<\/h4>\n<h4 align=\"center\">\u201cWhen we air sports on a music station, our audience goes down, not up.\u201d<\/h4>\n<h4 align=\"center\">\u201cNobody cares that you\u2019ve been the \u2018servicing dealer since 1969\u2019.\u201d<\/h4>\n<h4 align=\"center\">\u201cNo, we are not the most listened to station in town.\u201d<\/h4>\n<h4 align=\"center\">\u201cYes, we play more ads than the stations across town, but there is a reason.\u201d<\/h4>\n<h4 align=\"center\">\u201cIt\u2019s true, radio is not listened to as often as it once was.\u201d<\/h4>\n<h4>\u2026and the list can go on and on.<\/h4>\n<h4><\/h4>\n<h4>Most business owners are savvy people, and they can sniff out the \u201cbull\u201d pretty easily.<\/h4>\n<h4><\/h4>\n<h4>Answering objections abruptly and making exaggerated statements will deteriorate trust. Telling the truth and having a logical explanation for your \u201cTRUE\u201d statement will dramatically lead to a greater level of TRUST in you.<\/h4>\n<h4><\/h4>\n<h4>I am not suggesting that anyone is intentionally lying about radio or their stations.\u00a0However, in an effort to defend our industry, sometimes the reality or truth gets stretched and important details get left out in order to make the sale.<\/h4>\n<h4><\/h4>\n<h4>In sales, TRUST and KNOWLEDGE are two extremely powerful traits.<\/h4>\n<h4><\/h4>\n<h4>The list of \u201chonest\u201d statements above, in nearly all situations, is true. Understanding how and when to use these statements and how to follow-up with them can be extremely powerful. We suggest in your next training session that you go over these statements and rehearse when and how to use them.<\/h4>\n<h4><\/h4>\n<h4>If you have questions as to when and how to use or follow-up on any of these statements or others, simply give me a call.<\/h4>\n","protected":false},"excerpt":{"rendered":"<p>The majority of business owners, managers, and media buyers that deal with media reps have heard nearly every song and dance there is about why they should buy from you and your stations. What a lot of them haven\u2019t heard is&#8230; the TRUTH! If you are not doing so now, here are some of the [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[439,461,9,133],"class_list":["post-2013","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-business-owners","tag-media-reps","tag-radio","tag-trust"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>The Powerful TRUTH - 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\/the-powerful-truth\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Powerful TRUTH - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"The majority of business owners, managers, and media buyers that deal with media reps have heard nearly every song and dance there is about why they should buy from you and your stations. 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