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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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It's All My Fault! |
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Sometimes our clients become "former clients". Sometimes prospects appear to be moving forward towards becoming new clients when they become "stuck". They just seem to wither away. Sometimes one of our clients becomes angry with us. Perhaps we made an error, perhaps they just think we did.
Whatever the case, there are times when we need the ability to correct these problems. It can be very useful to use a system we call "falling on the sword."
When your client is upset with you....
- " I take full responsibility."
- "It's all my fault."
- "I'm sure I've done something to offend you."
- "I apologize. You're upset with me."
What about those clients who just seem to wither away?
- "I'm a bit confused. My understanding was that I was going to hear from you today. My fault, I must have written down the wrong date."
You might find this effective for those clients who are "stuck".
- "You say you're considering my proposal. I'm surprised to hear you say that."
In any sales situation, the only person you can control is yourself. By using these thoughts, you can get the momentum moving again. Chances are, your client will step in and "rescue" you. You're on your way to a sale! |
| The Client's Corner |
| Have you ever watched a train begin to move? The engine fires up and the train begins to move forward, slowly at first, then faster and faster until it reaches full speed.
If you were to disconnect the engine while the train was moving at full speed, the train would continue to move for some time, but gradually, gradually it would come to a halt.
The train demonstrates the law of inertia. Inertia is "the tendency of all objects and matter in the universe to stay still if still, or, if moving, to go on moving in the same direction."
Advertising is like hooking an engine to your train and starting the engine. It takes a while for advertising to get to full speed. It will then continue at full speed as long as the engine is attached. When you disconnect the engine, advertising will continue to generate sales for awhile, but these will gradually slow to a halt. Then, the law of inertia states that it will take time to get the train moving again.
I believe I hear a reason for long-term, consistent advertising It gets your client's train up to full speed and keeps it there. |
| Words to Live By..... |
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" Don't stop trying: remember, it is always the last key that opens the lock." | |
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. Pat will be attending the NAB in Las Vegas and will be available for consultation. To schedule a meeting call 918.747.8774.
For more information about BBI, click here.
©Copyright 2010 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 Jim Williston at OAB reception |
| Our Clients |
Training session at WLPO WAJK and WKOT |
| Our Clients |
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BBi Client Maria De Leon(far right) on Minority Broadcasting panel at NAB Philadelphia | |
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