Selling Radio Direct with Pat Bryson
What makes a GREAT salesperson? They have the highest billing on the station, right? They are constantly bringing in new accounts and upselling the old ones. But, what makes them special?
• They have a love for selling. Period. Exclamation point!
• They approach sales from the standpoint of their customer’s world, not their own.
• They believe that they are offering the best value to their customers.
• They know their products.
• They know how to ask sophisticated questions.
• They know how to listen.
• They forge special relationships with their customers and become sustaining resources for them.
• They look after the details.
Being the best begins with attitude. Attitude about yourself, your customers, your product. It continues with the driving need to continually improve skills, knowledge and work habits.
Are you excited to go to work each day? Are you constantly challenged? Can you think of anything you’d rather be doing?
Broadcasting is a fun business. It is exciting. It requires dedication and time. It requires that you enjoy it and that you commit wholeheartedly. You can’t be lukewarm about broadcast sales and be highly successful.
Great broadcast sales people share a love for our business. I can’t think of anything I’d rather be doing.
I hope you agree.
About The Author
Pat Bryson is the founder of Bryson Broadcasting International, a consulting firm that works with radio stations around the world to increase revenue by raising the skill level of their sales staffs. Her client list spans from the United States to Canada, Europe and Central Asia.
Pat has spent her entire career creating a culture of over-achievement for her stations. She began her career in radio sales, becoming one of the highest billing sales people in her market. Her career advanced to General Sales Manager, and then to Market Manager. Since starting BBI 7 years ago, she has helped hundreds of radio stations to find, train and grow great quality sales people and managers.
Pat was the recipient of two prestigious educational fellowships from the Educational Foundation of the National Association of Broadcasters: a fellowship to the Executive Development Program and a fellowship to the Broadcast Leadership Training Program.
She publishes the Bryson Broadcasting International Newsletter twice monthly and is a contributor to Valerie Geller’s latest book, Beyond Powerful Radio: A Communicator’s Guide To The Internet Age.