Selling Tools

Use these tools to communicate the value of underwriting Marketplace.

Sales Kit	Marketplace information relevant to underwriters. Download Sales Kit
Underwriting Benefits	Characteristics unique to Marketplace that make underwriting effective. v See below
Questions and Answers	Suggestions to help overcome objections from prospective Marketplace underwriters. v See below
Listener Profile	Research data about Marketplace's audience. See Audience/Research Data»
Program Description	Learn more about Marketplace. See Program Description»

Underwriting Benefits

• Offers credibility.
• Reaches the hard-to-reach business decision-maker.
• Attracts foreground listeners—audiences will hear sponsorship message and respond.
• Busy professionals find relevant business news they can't find elsewhere—leads to strong loyalty among hard-to-reach decision-makers.

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Questions and Answers

When they say, "Marketplace costs too much," you might ask:
Could you clarify that, please?
What value might justify the price?
If money weren't an issue, would you be interested in learning more?

When they say, "I'm considering another show on a different station," you might ask:
Tell me more about the other program.
What would a sponsorship of that program look like?
Can you tell me about any underlying thoughts or concerns?

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