Here's some great advice for all advertising sales executives from Jim Taszarek:
There's a huge change in selling in the New Economy - YOU are the product. The clients can buy lots of advertising, but today the deciding factor is more likely to be trust, confidence in YOU, your professionalism and the perception that you can help them.
I met Jim at a Missouri Broadcast Association meeting three years a go at The Lake of the Ozarks. For more great advice, check out his website, TazMedia.
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