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Dave Warawa - PROSALESGUY
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  • Western Canada
  • Canada
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Dave Warawa - PROSALESGUY's Discussions

Emotional Intelligence Leads to Sales Success

Started yesterday 0 Replies

We recently revealed an important realization to our online sales training clients.  It became so…Continue

Tags: emotional, intelligence, prosalesguy, training, sales

PROSALESGUY - The Three Steps To Making Great Sales Calls

Started Sep 6 0 Replies

The last four months of the calendar year are…Continue

PROSALESGUY - Why Sales Closing Techniques Often Fail

Started Aug 16 0 Replies

The concept of closing is a regular discussion with our B2B and B2C online sales training clients.  While…Continue

Tags: making, start, and, money, sales

 

Welcome, Dave Warawa - PROSALESGUY TRAINING

Latest Activity

Dave Warawa - PROSALESGUY posted a discussion

Emotional Intelligence Leads to Sales Success

We recently revealed an important realization to our online sales training clients.  It became so obvious in our observations of top-performing Salespeople, we though that you would find it as valuable.  It’s the ability of great Salespeople to have high levels of emotional intelligence with their decision makers.  Let’s give you a description of what this means and how to make it work for…See More
yesterday
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - The Three Steps To Making Great Sales Calls

The last four months of the calendar year are all important to our sales training clients. We move from the late Summer into Fall and then into the drive for the Christmas retail season. If your company has a fiscal starting in September, making Q1 sets the pace for the year and missing it means playing catch-up in other quarters. The answer…See More
Sep 6
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - Why Sales Closing Techniques Often Fail

The concept of closing is a regular discussion with our B2B and B2C online sales training clients.  While all Salespeople, Sales Managers and Business Owners want to close sales and move revenues higher, the use of closing techniques can actually backfire in many sales situations.  Here’s why.The typical sales scenario has a Salesperson asking a decision maker a few surface level questions to get a…See More
Aug 16
kay gudeman liked Dave Warawa - PROSALESGUY's discussion PROSALESGUY - Why Pressuring Salespeople Doesn't Work
Aug 14
Rebecca Hunt liked Dave Warawa - PROSALESGUY's discussion PROSALESGUY - Why Pressuring Salespeople Doesn't Work
Aug 2
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - Why Pressuring Salespeople Doesn't Work

This is always a sensitive topic with our sales training clients.  No matter if you’re a Salesperson, Sales Manager or Business Owner, you’ve dealt with pressure on either side of the desk.  Sales targets need to be reached and when they aren’t, questions get asked and people are placed under the microscope.  Here’s why for the…See More
Aug 2
Bill Denkert liked Dave Warawa - PROSALESGUY's discussion Making More Sales Is Not Rocket Science - PROSALESGUY
Jul 22
Dave Warawa - PROSALESGUY posted a discussion

Making More Sales Is Not Rocket Science - PROSALESGUY

In discussions with our sales training clients, we have come to a realization.  Sales success is easy to understand, yet challenging to achieve.  We aren’t trying to land NASA’s Juno spacecraft on Jupiter.  We are trying to understand our client’s needs and offer them solutions.  Here are the three things that have to occur for you to increase your sales.As a sales trainer and revenue consultant, it’s my job to…See More
Jul 18
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - The Six Levels of Sales Questioning Part Two

Our sales training clients believe that making more sales rests on the ability of their Salespeople to ask great questions.  In last week’s PROSALESGUY BLOG, we shared the first three levels of questioning – Discovery, Pain/Reward and Paraphrase Questions.  Let’s educate you on the last three – Significance,…See More
Jun 27
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - The Six Levels Of Sales Questioning Part One

All of our sales training clients are currently learning the Six Levels of Sales Questioning.  We thought it would be a great idea to share it as a two-part series with other Salespeople because of its widespread application.  We’ve all experienced the frustration of waiting for an answer from a decision maker who seems disengaged after appearing so eager to do business with us.  If this happens to…See More
Jun 14
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - How To Master The Six Steps of the B2B Sales Cycle

Our sales training clients invest in the growth of their Salespeople to increase their sales.  Improving their ability in each step of the B2B (Business to Business) sales cycle is the key to reaching that goal. Here’s a breakdown of our work with them and what you might be able to apply to your specific sales situation. Step #1 Of The Sales Cycle – The Prospecting CallThis is still the best way to get…See More
May 26
Dave Warawa - PROSALESGUY posted a discussion

Creating Promotional Contests That Work

Many of our sales training clients ask us for marketing advice based on experience and background.  Our last blog post Customer Surveys That Work  gave decision makers the inside track toward creating surveys that get high completion rates.  Let’s now shift our attention to…See More
May 9
William Wayland replied to Dave Warawa - PROSALESGUY's discussion 'Why House Accounts Don't Work - PROSALESGUY'
"Sent it, and it didn't work. Since all I get from the owner is my commissions - I pay for everything else - I've taken a leaf from Uber - they are independent contractors. Perhaps I am Uber - Radio."
Apr 30
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - Customer Surveys That Work

Our sales training clients are continually asking their customers for feedback on the experience of dealing with them.  No doubt, every company wants to know how they can improve the customer experience.  Here’s how to get a high completion rate on your surveys with the answer to the most important question – will you recommend us?Check your InboxThere’s a good chance you’ll find a customer survey.  I actually make a…See More
Apr 25
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - Are Your Buyers Always Asking for Extra Value?

Our sales training clients in Vancouver, Edmonton and Calgary are constantly dealing with this issue.  Every decision maker wants to get more for their dollar.  As Salespeople, we are inclined to offer a product or service with a low hard cost that will still be viewed worthwhile in the eyes of our clients.  While no one likes giving away stuff for free, having an extra value strategy makes sense to best…See More
Mar 29
Dave Warawa - PROSALESGUY posted a discussion

Do You Have What It Takes To Be A Sales Superstar?

A recent group sales training session in Vancouver focused on what is referred to as “soft skills.” These would be the personal attributes that enable someone to relate to people and interact with them in a positive, likable way.  In many industries, people skills are seen as a great compliment to the required expertise for job performance.  In Sales, these skills are the difference…See More
Mar 14
Dave Warawa - PROSALESGUY replied to Dave Warawa - PROSALESGUY's discussion 'Why House Accounts Don't Work - PROSALESGUY'
"Good luck, Bill.  Hopefully, it will be taken the right way.  I realize that there are Sales Managers that don't agree with my perspective based on economics."
Mar 5
William Wayland replied to Dave Warawa - PROSALESGUY's discussion 'Why House Accounts Don't Work - PROSALESGUY'
"Finally printed it out and left it for my boss. Won't help but I feel better for doing it. Bill Wayland WCAP"
Mar 5
Dave Warawa - PROSALESGUY replied to Dave Warawa - PROSALESGUY's discussion 'Why House Accounts Don't Work - PROSALESGUY'
"I understand, William.  I was a GSM of a four station combo in the market of 30 signals for many years, so I can understand why house accounts exist.  Yet, in my first year as a RSM, I had to work 10 of my best accounts and manage 6…"
Mar 4
William Wayland replied to Dave Warawa - PROSALESGUY's discussion 'Why House Accounts Don't Work - PROSALESGUY'
"Want to send this to my boss but I can't. Bill Wayland WCAP William_Wayland@yahoo.com"
Mar 4

Profile Information

What radio station/company are you with?
PROSALESGUY TRAINING - Group Sales Training, Individual Sales Training, & Management Training. Customized solutions, 100% practical backed up with field support.
How long have you worked in the radio sales industry?
30 years

Dave Warawa - PROSALESGUY's Blog

Shut Up! - The Book is Out!

Posted on September 16, 2014 at 1:14pm 0 Comments

SHUT UP!  Stop Talking and Start Making Money is now officially a book, available on Amazon.com.  I will be guilty of self-promotion in this edition of the PROSALESGUY BLOG yet, perhaps every once in a while you have to blow your own horn and hope that people understand your passion for what you believe…

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Comment Wall (4 comments)

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At 8:02am on March 2, 2016, William Wayland said…

Bought your book, Barnes & Noble is easier to get along with. Even an old timer likes to see if you know something I don't.

Bill Wayland

WCAP Lowell Ma.

At 1:38pm on February 25, 2016, William Wayland said…

Tried to buy your book, but Amazon screwed me up. Finally gave up.

Bill Wayland

WCAP Lowell Ma.

William_wayland@yahoo.com

At 8:48am on July 18, 2012, Jingle Jim Reilly said…
Dave,

I send out a weekly Radio Sales Tip Newsletter called the Jingle Of The Week.

Most members of Radio Sales Cafe are subscribers ... It's free and I know you'll get many great money making ideas from it. May I send you a copy?

RSC does not supply email addresses. If you'd like free money making ideas every Monday Morning, please send me back your email address and I'll set you right up.

JingleJim@AmericanMusicConcepts.com
Jim Reilly
President
American Music Concepts
122 Stone Hedge Drive
Toms River, New Jersey 08753
P 732-604-8625
www.americanmusicconcepts.com
.
At 9:21am on June 21, 2012, Rebecca Hunt said…

Dave,

Welcome to Radio Sales Café and thank you for joining us! I hope you'll find the site a useful resource. If you have any questions, please let me know.

Also, if you're on Facebook and/or Twitter, you might like to follow RSC there (links on the right side of the page); we're constantly posting motivational quotes, sales tips & articles, ideas for promotions, etc., that are not found on the site per se.

Best wishes,

Rebecca

 
 
 

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