{"id":988,"date":"2015-07-21T11:25:44","date_gmt":"2015-07-21T11:25:44","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=988"},"modified":"2016-02-05T20:05:38","modified_gmt":"2016-02-05T20:05:38","slug":"three-ways-your-prospects-say-no","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/three-ways-your-prospects-say-no\/","title":{"rendered":"Three Ways Your Prospect’s Say ‘No’"},"content":{"rendered":"\n\n\n
\n

The three most polite ways to stop a rookie radio rep in their tracks are to say;<\/h4>\n
    \n
  1. \n

    My budget is allocated for this year, come back next year.<\/h4>\n<\/li>\n
  2. \n

    I’m too busy and can’t handle any more business.<\/h4>\n<\/li>\n
  3. \n

    Send me your media kit.<\/h4>\n<\/li>\n<\/ol>\n

    Number one, the budget excuse, is never true. If you’re talking to the person who established the budget, they can change that budget whenever they want to.<\/h4>\n

    What they are really saying is ‘I don’t believe I’ll get an adequate return on my investment with you.’ If they did believe, they’d either revise their budget, or pay for your schedule with the additional business you attract.<\/h4>\n

    Number two is either not true, or you now know a category where a competitor can be sold a campaign to capture the business Mr. Busy “can’t handle.”<\/h4>\n

    Number three, the media kit, is just a polite way of saying ‘get lost.’ No one has ever bought from a media kit. Media kits all say the same thing….”we’re number one at something.”<\/h4>\n

    When a prospect asks for a media kit, the seasoned professional will respond by opening the door to more productive questioning.<\/h4>\n

    \u00a0The professional will tell their prospect that they don’t want to bombard them with irrelevant information, and dig into what specifically they would like to see in ‘the media kit’. The questions and answers that follow can result in delivering a customer-focused presentation instead of a generic media kit.<\/h4>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

    <\/a><\/h4>\n\n\n\n
    \n

    \u00a0 \"\"<\/h4>\n

    Wayne@wensmedia.com<\/a><\/h4>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n","protected":false},"excerpt":{"rendered":"

    The three most polite ways to stop a rookie radio rep in their tracks are to say; My budget is allocated for this year, come back next year. I’m too busy and can’t handle any more business. Send me your media kit. Number one, the budget excuse, is never true. If you’re talking to the […]<\/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":[42,44,41,43,40],"class_list":["post-988","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-buyers","tag-customer-focused","tag-excuses","tag-media-kit","tag-prospects-say-no"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/988","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=988"}],"version-history":[{"count":1,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/988\/revisions"}],"predecessor-version":[{"id":989,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/988\/revisions\/989"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=988"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=988"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=988"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}