Selling Radio Direct with Pat Bryson

Well, I got another letter from Les. Remember him? He's the buying service for radio and TV that spends millions each year with broadcast.  He's also been a friend of mine for some years. Even though I no longer do battle with him over rates and schedules, we still keep in touch. When Les speaks, we should listen. And...

Selling Radio with Pat Bryson. There is nothing more powerful than a third-party reference.

To that end, I ask you, "How many testimonial letters do you have on file at your office?"  These letters give us the opportunity to provide great comfort to our prospects.

Each time we ask someone to invest money with us, they begin to debate the...

Selling Radio with Pat Bryson. 2015 is here with new challenges to meet this year. It will be important to work harder and smarter. 

Finding new business is always important as is retaining existing business through better service strategies. How well we execute the basics of selling may well determine the success of our...

I know it seems impossible that 2015 is less than four weeks away, but it is!  Are you ready?  Will 2015 be the year you meet and exceed your goals?  Will it be your highest income year ever?  TODAY is the time to make the changes in your daily activities that will lead to higher revenue and higher income...

A few weeks ago, I was role playing a presentation with one of my sales people when I noticed some "word whiskers".  At least, that's what my old speech teacher would have called them. These are the words we use to fill silence while we try to think about what we want to say next.  I also heard some words and phrases that...

Every month, we begin the climb towards achieving our monthly sales budgets. We all know that it's impossible to achieve those goals when we enter the month with no business on the books. We must have a base of business from which we can build each month.  To make certain that we achieve our goals, how much...

While working my way through the stack of business books accumulating on my bedside table, I came across some valuable insights. "Getting Results" talked about doing more with less. That's the name of the game today for managers, but it is also the same for our employees. Motivating employees to do their best is hard in...

The Baker Retailing Initiative at Wharton School of Business conducted a Retail Customer Dissatisfaction Study.  This study exposed some very interesting statistics.  One out of every three dissatisfied customers complains to an average of four people he knows. These four people then avoid...