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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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What Did He REALLY Say? |
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People don't always say what they mean. In fact, most people make a habit of not saying what they mean. As salespeople, we have to learn to interpret their language and to decipher the real meaning of their words.
We do this by becoming GREAT listeners. We do this by making a study of some commonly used phrases and understanding their underlying meanings. Here are some I bet you've heard (and used) often:
- What they said:
- But
- However
- What they really mean:
- They are erasing what they just said with what they are about to say.
- What they said:
- I don't want to offend you.
- I don't want to intrude
- I don't want to say your price is too high.
- What they really mean:
- Yes, you do.
- What they said:
- I'm not as smart as you...
- You know more about this than I do.
- What they really mean:
- They are trying to appear ignorant when they already know the answer.
- What they said:
- Oh, by the way
- As you are aware....
- What they really mean:
- These are prefix statements for something important.
- What they said:
- Honestly
- Really
- Frankly
- What they really mean:
- They are making more of the following statement than it really is.
- What they said:
- I'll try.
- I'll give it my best shot.
- We'll see what we can do.
- What they really mean:
- I don't REALLY mean it.
To understand where our client is in the sales process, we must carefully listen to what he says. We must search for the underlying meanings of the words we hear. The path of understanding leads us to greater sales success.
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| The Client's Corner |
| Creating customer loyalty is a big need for most of your clients. We know that customers buy from those they know and trust. Relationships are important to them. Your client's customers tell us:
"I like to do business with organizations where...
- I am greeted by name
- I don't have to wait in line
- I am not assessed penalties when I mess up"
Pass these thoughts along to your clients. Advertising is only part of the marketing puzzle. Once we deliver customers, what happens inside the store is just as important. |
| Words to Live By..... |
"The best way to determine what motivates people?
ASK THEM! |
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