Radio Sales 2025 - From Introduction to Closing the Sale.

The course covers the following modules:

Module 1 - What is Selling, An Introduction

• Current state of the radio market in Ireland
• Current state of the radio landscape for you?(Q and A and opportunity to share)
• What is selling
• Communication Skills
• Motiviation, attitude and enthusiasm
• Course Task - Put into action what you have learned from the session, before the next session.  Keep a blog/diary, ready to share examples.

This module will be delivered in-person with Hilary and Dave.

Module 2 - Prospecting and Making the Meeting

• Prospecting
• Why them, why now?
• Getting past the gatekeeper
• Technology - 'you should never need to make a cold call again'.

This module will be delivered online with Hilary.

Module 3 - The Creative Led Sell, Fact- Finding and Brief Taking

• The Creative Led Sell
• Fact-finding
• Brief taking

This module will be delivered in-person with Dave.

Module 4 - Presentation Techniques and the Hook

• Presenting with confidence
• Closing the Deal
• Difference between fact finding and brief taking
• The Hook and why your client needs one

This module will be delivered in-person with Hilary and Dave.

Module 5 - Objections, Negotiations and Closing Techniques

• Handling and Overcoming objections
• Audio as part of the media mix
• A client's eye view of the process

This module will be delivered online with Hilary.

Module 6 - Now the Hard Work Starts

• Keeping clients, growing spend
• Customer Service Commitment
• Selling in 2025
• Round-up of course content
• Presentation of Final Task

This module will be delivered in-person with Hilary and Dave.

Hilary Pickering

Hilary has worked in media sales since landing a graduate position at Emap/ Bauer nearly 30 years ago. Spending most of her career working in radio sales. Beginning her career at Radio City and going onto work at a number of stations including a successful 5 years at Magic 105.4, where she became the first salesperson to bill 1 million on a single station. An advocate for the creative led sell, Hilary has worked with a huge range of highprofile clients including Dreams, LFC and Randox. During the last few years of her 20 plus career at Bauer, Hilary ran the sales training arm of the business responsible for the training and development of all sales people from early years, including a hugely successful Graduate Programme right through to sales leadership development. Hilary is also accredited to deliver Lumina Spark, a personality development tool which reveals your whole personality and suggests practical actions for improved communication, teamwork and leadership. Hilary is now the Media Director for Springboard, a full-service advertising agency, and buys media for her clients from all the key media owners, including audio, her experience offers a unique insight and perspective to course candidates.

Dave Monk

Born in Liverpool, Dave Monk has worked in radio for the past 34 years. He began his career at Radio City as a copywriter and eventually became Head of Creative at the station. He joined UTV/Wireless as Head of Creative in 1999, then left that role to become Head of the Radio Department at Liverpool Media Academy in 2011. His most recent role was Head of Creative Production for Bauer Media from 2020 to 2023, managing a team of over 40 creatives and producers servicing 80 radio stations across the UK. Dave has won many radio advertising awards, trained hundreds of account managers and creative writers and producers during his career, and since 2005, has been the sole production provider and radio creative consultant to Liverpool Football Club