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Every Salesperson Should Have These Six Friends
(By Pat Bryson) Recently, I did a sales training exercise where a participant had to have a two-minute conversation with a partner, asking questions about an object in their hand. The catch? They couldn’t ask a “Yes/No" question.
Getting Past ‘We’ve Always Done It This Way’
(By Pat Bryson) I was on a market visit with one of my stations a few weeks ago. We were discussing how to sell a sports team whose games we carry. Traditional sponsorship offered the choice of day games or night games. Take your pick or buy both.
Turn Customer Service Into A Customer Experience
(By Pat Bryson) I have the privilege of working with some very good sales staffs. We have progressed from learning the basics to polishing our diamonds. Our latest initiative is moving from good customer service to a great customer experience.
The Secret To Higher Revenue: Ask for More… Again
(By Pat Bryson) Fourth quarter usually means it's time to renew clients for the new year. In today's uncertain economic environment, that ask may seem a bit scary as they determine IF they will choose to renew or not.
How To Impress A Hard Person To Impress
(By Pat Bryson) If I called a random client on your list, what would they tell me about you? Are you their "go-to person" for marketing? If not, take a lesson from Julie at Neiman Marcus Las Vegas.
Oops, We Made A Mistake
(By Pat Bryson) Fact: It is five times more expensive to generate new customers than to keep existing ones. We also know that we humans make mistakes that can sometimes upset our clients to the point that we might lose them. How do we keep this from happening?
How To Avoid “Chicken Out” Syndrome
(By Pat Bryson) In previous articles, we have discussed selling long-term agreements as a way to increase the effectiveness of our clients’ campaigns. Part of the process of selling long-term is managing our clients' expectations.
Sales: The Transference of Enthusiasm
(By Pat Bryson) Someone once said, "Sales is the transference of enthusiasm from one person to another." This is true, but it is also true that we must have confidence in the products that we sell, or it becomes difficult to sell them.
Stories Aren’t Just For Children
(By Pat Bryson) The best salespeople are the best storytellers. We join a long line of people who have been important to their tribes because they passed down the tribe's histories. They told stories of the successes of their ancestors.
Why?
(By Pat Bryson) If you've ever been around children between the ages of 3 and 6, you've probably grown to hate hearing the question, "Why?" Children have an innate curiosity about the world and want to know "Why?" about everything.
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