“The power is in the question”, states a wise Japanese expression. As salespeople this phrase holds deep implication for us.So what is it that falls from your mouth?
In the radio industry we continually face challenges and how we view these obstacles defines us. Do you choose to see challenges and problems as opportunities or obstacles?
You’re at a dinner party. There are people you don’t know sitting around the table. Eventually the conversation turns to “what do you do for a living?”“I’m an ...
How do you continue to live with courage and optimism when your world is collapsing around you? How do you maintain a continued vision of success or a philosophy of gratitude when everything ...
Isn’t it frustrating when your potential customer or client won’t return calls; agree to a meeting; be upfront and honest about their needs or business opportunities; always place ...
With the “business year” coming to an end and the festive season fast approaching it won’t be long before media salespeople start to hear those dreaded words: “call me ...
I didn’t know that the American rap group Run-DMC was sales trainers; but their song “You Talk Too Much” summarizes what sales people tend to do. “You're the worst ...
By Stephen Pead One of the most common issues that arise in discussions with clients is the subject of price. Pricing tends to come up in most sales calls – either at the beginning, middle ...
By Stephen Pead Sales managers can only control two things: The activities of their salespeople and themselves. Given that situation has your sales manager explained what she believes are the key ...
Objections…… We’ve have heard every single version of them; we’ve attended training sessions where we’ve learnt how to overcome them; we’ve role played and ...
Friday’s don’t we love ‘em? A whole weekend ahead to spend with family and friends, time to relax or maybe do some sport or shopping, maybe take a short break with our partner, ...
What the **** has technology to do with sales? Who keeps up with technology for your radio network? Is it your sales team? It should be. There are two core reasons.
While browsing YouTube I stumbled on some videos called the “The Marshmallow Test” and I needed to find out more. Back in the 1960’s Walter Mischel a Stanford University ...