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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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The 15 Biggest Mistakes Unsuccessful Sales People Make | |
The following pearls of wisdom come from the newsletter that one of my clients sends each week. I wanted to pass them along to you. I hope that none of them apply!
The 15 biggest mistakes unsuccessful salespeople may be making:
- They talk too much
- They give information before they get information
- They fail to observe and integrate early prospect signals
- They fail to effectively manage rejection and failure
- They sell when they should prospect and prospect when they should sell
- They don't listen and take notes while the prospect is talking
- They inject their own values of buying prejudices into the sales process
- They don't effectively read buyer signals and act accordingly
- They sell features and price rather than value and customer benefits
- They don't keep good records or evaluate their wins and losses
- They don't work as hard to keep the business as they did to get it
- They don't ask for the business
- They focus on making the sale rather than selling the relationship
- They don't invest enough time and money in their self development
- They confuse the importance of knowing with that of caring
Larry, well said, and thanks for letting me share! |
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The Client's Corner
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"The longer I live, the more I realize the impact of attitude in life. Attitude is more important than education, than money, than circumstances, than failures, than successes, than what other people think or say or do. It is more important than appearance, giftedness or skill. Attitude will make or break an organization... a home. The remarkable thing is, we have a choice every day regarding the attitude we will embrace for that day. We cannot change our past...we cannot change the fact that people will act in a certain way. We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude. Life is 10% what happens and 90% how we react to it. And so it is with you. You are in charge of your attitude."
Author unknown |
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Words to Live By | |
"Pretend that every single person you meet has a sign around his or her neck that says, 'Make me feel important'. Not only will you succeed in sales (or sales coaching), you will succeed in life."
Mary Kay Ash, founder, Mary Kay Cosmetics
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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 2011 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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Cory McWhinney new Account Executive for ShineFM in Calgary |
| Our Clients | |
Tyler Zeck, new Account Executive for ShineFM in Calgary |
| Our Clients |
Pat with Carolyn and Doyle Becker of Riverfront Broadcasting |
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