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Can Your Prospect Even Say Yes?
(By Pat Bryson) I believe that 85-90% of the time we don't close business it is because we are talking to a person who can say no, but can't say yes. I call that person, Mr. Not-So-Big. Getting to the yes person can be difficult.
The Power of Priority: Do Clients Put Your Brand First?
(By Pat Bryson) I was working with a newspaper client a few weeks ago discussing the most common objections they hear. Undoubtedly, it was this: "Nobody reads the newspaper anymore." Does that sound familiar to you?
A Lesson From My Million-Dollar Nemesis
(By Pat Bryson) When I was first selling, and later as a sales manager and market manager, one of my biggest nemeses was a gentleman named Les Boyle. He also happened to be one of my biggest clients.
How Full Is Your Testimonial File?
(By Pat Bryson) There is nothing more powerful than using a third-party reference during your sales process. Happy, satisfied clients lead to new business. When was the last time you updated your testimonial file?
These 11 Traits Separate Radio’s 20% Who Write 80%
(By Pat Bryson) Today's successful Account Executives have the mindset of marketing consultants, not just spot salespeople. The 20% of sellers that write 80% of the revenue share certain traits in common. What are the 11 attributes of the Best of the Best?
Risk Versus Reward: It’s Up To Us!
(By Pat Bryson) Human nature being what it is, a purchase will not take place until the buyer believes that their opportunity for reward is greater than their risk. That takes a real, live salesperson.
My Magic Sales Words And How To Use Them
(By Pat Bryson) You've probably been in a buying situation where the salesperson made you uncomfortable. Perhaps that seller was a bit too slick. Perhaps they used technical terms you didn't understand.
Salespeople: Here’s What Local Businesses Want
(By Pat Bryson) Before I started Bryson Broadcasting International, I was a market manager for radio stations. One night, I woke up at 3:00 AM with this thought: "What do local businesses want from my salespeople?"
I Want It NOW!
(By Pat Bryson) I was on a zoom call a couple of weeks ago with a very good salesperson. She had emailed me to say that she had been experiencing a rash of cancellations in the past few weeks.
Budgets Aren’t Important
(By Pat Bryson) Us: "What's your budget?" Client: "I don't really have one." Or Us: "What's your budget?" Client: "I have $200 a month."