how to ask those hard questions in media sales

It’s always a good idea to explain everything up front.
Farm Security Administration dentist reassures migrant child who is making her first visit to a dentist. FSA dental trailer at the FSA camp for farm workers. Caldwell, Idaho, 1941. Russell Lee, photographer.Library of Congress.

Ask yourself a hard question – are you asking your prospects probing questions in order to get information that will help you come up with a solid marketing plan for them, or are you letting them off easy with answers like: We need more customers on weekdays; We are better than our competitors because we have been in business since 1954; We have better customer service; Our target customer is anyone with money.

It’s important to ask your clients hard questions. It positions you as a marketer and partner, and you will come up with a better solution for your client. It all sounds easy, but we know from experience in media sales that it isn’t.

Fill out the form below to get the thoughts of former Radio Ink Sales Manager of the Year Kitty Malone on asking substantive questions that will pull the right information out of your clients.

E-book Chapters:

  • Introduction: Asking Difficult Questions and Requiring Thoughtful Answers
  • Five Reasons to Ask More In-depth — and Sometimes Downright Uncomfortable — Questions
  • 5 Ways to Ask Those Hard Questions
  • Good Questions That Will Get Good Information