Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 

How to Get A "Piece Of Mind"

Oct 30, 2020

At a recent seminar, a sales associate at a radio station in Hagerstown, MD, asked me to provide some information on the concepts of "share of voice" and "share of mind." Consider this: two dogs are howling. Fido has a pitch that ...

Don't Sell Yourself Short On ROI

Oct 29, 2020

The two buzzwords for retailers in your USA market are "Return on Investment" (ROI) and -"Measurement". In other words, once you have defined your expectations (which in most cases we fail to do) and objectives, how will ...

Brainstorm to Up-Sell Your Account Lists

Oct 28, 2020

The best thing you can do with your sales reps this summer is to involve them in a group brainstorming session about up-selling target accounts on their lists. Sounds pretty easy right? Just pick out some accounts, put a package together, and pitch ...

The True Value of a New Customer

Oct 27, 2020

When's the last time you sold your media and you got the credit for bringing in a new customer to the retailer's business? As a matter of fact, when was the last time you calculated what that new customer is worth to the business? Many readers ...

Selling Long-Term Business

Oct 26, 2020

  Here's a typical scenario involving a sales rep and a new advertiser, let's say a furniture store: The sales rep leans forward, looks the prospect in the eye, and says,"What do you say? Let's do an annual schedule." He hopes ...

Introducing The Buyer Awareness Cycle

Oct 23, 2020

In my seminars, the most-requested research information that sales reps need to justify long-term schedules for their clients has been the "Buyer Awareness Cycle," or BAC. First, let me lay some pipe on why this research was initiated and how ...

Make a "Federal" Case out of your Client Questions

Oct 22, 2020

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Six Must Know Tactics For Getting And Keeping Clients

Oct 21, 2020

You say that you have never taken a client for granted. I wouldn't bet on that. Your No. 1 client is usually someone else's No. 1 prospect. Too many times, in a rush to procure new business and sign up prospects, we have a tendency to take our ...

How to Deliver What the Client Expects

Oct 20, 2020

On a recent trip in the field with a sales rep in Atlanta, we were in the middle of an information/problem-gathering first call. The prospect was a satellite sales and service retailer who sold and installed satellites as well as programming. We asked ...

The Most Powerful Evidence

Oct 19, 2020

One tool every manager should include in his or her sales arsenal is the client testimonial. During my first market trip to Greece for consulting an LPG client in April, my final task for the sales department was to have them put together some video ...

Don't Let Your Quarterback Be Sacked

Oct 16, 2020

As those of you who follow American football know, the quarterback sack during a football game is when the quarterback (the on-field leader) is tackled by the opposing team behind the line of scrimmage. This usually occurs because of a breakdown when ...

The Customer's Vote Is What Counts

Oct 15, 2020

It takes about 11 hours in the air to travel from the Dominican Republic to Thessaloniki in northern Greece. I made the trip to assist a radio station client there, and this is another installment on how that task was accomplished. 10 a.m.,Wednesday ...

Increase Your Telephone Appointment Closing Ratio

Oct 14, 2020

In the early morning, most sales departments are abuzz with reps on the phone setting up appointments with prospects. I often hear the proverbial, "I'd like to come over and talk to you about advertising." Inevitably, I also hear, "We ...

The Do's and Dont's of Telephone Etiquette

Oct 13, 2020

For most sales reps, phoning for appointments is Maalox time at the heartburn corral. Because 95 percent of radio and TV sales reps don't do any research before they pick up the phone, they're behind the 8 ball to start with. In both radio and ...

Make The Sale By Uncovering The Real Objection

Oct 12, 2020

What happens when a prospect rejects your proposal for reasons that make absolutely no sense? Maybe you've heard some of the reasons why they won't buy your station: - I hated the guy (company) that owned your station four years ago. - My competitor ...

Plow Through To the Real Decision Maker

Oct 9, 2020

Have you ever wondered why you were cut from the sale at the last minute when you thought you had the prospect signed, sealed and delivered to the traffic department? Other influences might have an impact on the sale. We have been conditioned to call ...

Divide and Conquer Why Zoning your Territory will Increase Sales

Oct 8, 2020

Who manages your sales reps? account lists? Your prospects and customers or your sales reps? The most common complaint I hear from sales managers across the country is, "How can I get my sales reps to see more people?" Not only do they need ...

World-Class Salespeople

Oct 7, 2020

Spotting the 20% who Sell the 80% PROFILEXTSALES TM , Let's examine the special qualities of the ProfileXTSales TM assessment. Salespeople work in an increasingly competitive pressure cooker. It's no wonder that 38 percent of salespeople ...

Motivational Video #14 (300)

Oct 6, 2020

  Click Here to Upgrade your Flash Player 300 ...

Motivational Video #13 (We are Marshall)

Oct 5, 2020

  Click Here to Upgrade your Flash Player We are Marshall (New Game Plan) ...
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