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Greetings from BBI!
Today's competitive broadcasting environment means that we all must be better, we all must work smarter. Bryson Broadcasting International (BBI) is committed to helping broadcast organizations worldwide to raise their level of expertise in sales and management.
Our newsletters give you information about sales and marketing that you may use to increase your revenue. We hope that you may find them to be of great benefit to your sales success. Happy selling! |
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How Many Times Should We Call On A Prospect? |
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We talked about the "Curve of Forgetting" in our last newsletter. That governs how often you should call on a client. But, how many times should you call on a prospect?
Statistically, 48% of sales people make ONE call and quit. Of those remaining, 25% make TWO calls and quit. Of those remaining, 12% make THREE calls and quit. And of those remaining, 15% make FOUR calls and quit.
But, did you know that 89% of sales to new accounts are made after the FIFTH call?
The 20% of sales people who write 80% of the business know that persistence is the key to success. You ask, you ask, you ask, and then you ask again. A "No" today does not mean "No" tomorrow.
As Winston Churchill once said, "Never give in. Never give in. Never, never, never give in."
He should have been in sales! |
| The Client's Corner |
| I ran across this the other day and wanted to share it with you:
"Why is it-a man wakes up in the morning after sleeping under an advertised blanket on an advertised mattress and pulls off advertised pajamas. He takes a bath in an advertised tub, shaves with an advertised razor, washes with an advertised soap, puts on advertised clothes, sits down to breakfast of advertised coffee, puts on an advertised hat, rides to his office in an advertised car, writes with an advertised pencil...THEN, he refuses to advertise, saying "Advertising doesn't pay". Then, if a business isn't good enough to advertise, he advertises it for sale."
If you believe in your business and want to build it....
ADVERTISE!
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| Words to Live By..... |
"Every new day begins with possibilities. It's up to us to fill it with the things that move us toward progress and peace."
Ronald Reagan | |
We want to help your staff increase revenue! We at Bryson Broadcasting International are available to help your sales staff achieve its next level of expertise. We customize our programs to meet your needs. As needed, we make use of interpreters and produce sales materials in your language. If you would like to discuss your sales training needs, we may be reached at Pat@patbryson.com.
For more information about BBI, click here.
©Copyright 2009 Bryson Broadcasting International
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| A little about me..... |
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Pat Bryson has worked in the radio industry for over 25 years. During that time, she was one of the highest billing sales people in the radio industry in her market. She was promoted to General Sales Manager, managing and training both experienced and inexperienced sales people . Her career advanced to General Manager, where Pat created a culture of over achievement for her stations.
Through Bryson Broadcasting International, Pat now helps her clients to create that same culture of over achievement in their stations. |
| Our Clients |
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With Kelsey Grammer at
NAB Awards luncheon |
| Our Clients |
With Maria De Leon of KXTD Radio at Oklahoma
Association of Broadcasters'
Dinner |
| Our Clients |
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With Dex Allen at Broadcast Leadership
Training recepton | |
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