Prospects rarely buy advertising from you just because they like you or your Radio station. They buy advertising from you because they have a problem to solve and they believe you can help them. The degree to which they believe this depends on the level of confidence and comfort they have with you and your product. This course will teach you about the psychology of the business owner at work during the selling process. You will learn skills that will help you uncover needs or issues you can use to help the business owner solve. You will also learn how to get the prospect talking about these needs and issues to uncover just how much the prospect wants your help.