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A Surprise in my Mailbox
(By Pat Bryson) And, yes, it was a NICE surprise. I had just returned from a long and shall we say, "interesting" week on the road. I collected my mail from my P.O. Box and found a small, brown envelope in it. The return address was Kentucky.
We’re Back!
(By Pat Bryson) I returned from the National Association of Broadcasters convention last week. The 5 days were filled with sessions on a multitude of topics: engineering, programming, sales, podcasting, the future of radio, and, of course, AI.
Expanding Your Footprint in the Community
(By Pat Bryson) When I had been selling for about a year, my general manager came into my cubicle one day and said, "It's time to get you on some boards." At the time, I had no idea what he was talking about.
‘How Do I Know If My Ad Is Working?’
(By Pat Bryson) Businesspeople want to run an ad today and have teeming multitudes run into their store tomorrow screaming out our call letters. Customers will find it confusing to attribute their arrival to our station’s ads. Also, it's not their job.
It’s Time To Put The Needs Back In Your CNAs
(By Pat Bryson) I was trained in the radio business by a gentleman who had been in the insurance business. He trained me in the way insurance salespeople were trained, long before there were any organized ways to train radio salespeople.
5 Ways To Be The Best Seller In Your Market
(By Pat Bryson) If you're a radio salesperson, you know there are lots of us out there. When you call on a new or existing client, you may have been the fifth or sixth sales representative in their door that day. With all this competition vying for a businessperson’s time, how do we stand out?
A Prospecting System That Works
(By Pat Bryson) Great salespeople are always looking for higher revenue. Much of the time, that starts with adding new prospects to our sales funnel. One thing's for sure, if they don't go INTO our funnel, they won't come out as orders.
If Tomorrow Never Comes
(By Pat Bryson) "Never put off till tomorrow what you can do today." Wise words for salespeople or anyone wanting to make a difference in their lives. How we spend our "billable hours" determines our paychecks and much of our lives.
The Advance Agreement: Take Control of the Sales Process
(By Pat Bryson) We call one of the most powerful sales techniques you can employ the "Advance Agreement.” Although the Advance Agreement is not difficult to master, only a strong salesperson can put it into practice. There are no “wimps” allowed here.
What’s Your Why?
(By Pat Bryson) We're now 13% through 2024. Last week we talked about creating a calendar to keep you on your monthly and quarterly earnings goals. Today I want to talk about WHY you want to earn it.
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