Radio Sales Café

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Dave Warawa - PROSALESGUY
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Dave Warawa - PROSALESGUY's Discussions

Everything Before The BUT Is BS

Started yesterday 0 Replies

Every time we share this technique with our online sales training clients we get an interesting reaction.  Salespeople ask…Continue

Tags: Toronto, online, sales, training, Calgary

PROSALESGUY - Are You Pricing Your Product Properly?

Started Nov 14 0 Replies

Pricing your product properly is always a contentious issue for our sales training clients.   Management tends…Continue

Tags: Edmonton, Calgary, Toronto, Victoria, Vancouver

PROSALESGUY - Two Questions That Could Make Or Break A B2B Sale

Started Oct 26 0 Replies

One B2B sales training technique we’ve brought to our online sales training clients centers on asking two…Continue

Tags: B2B, Sale, TRAINING, SALES, ONLINE

PROSALESGUY - How To Respond To The Client With No Set Budget

Started Oct 12 0 Replies

All of our sales training clients experience the same challenge when dealing with the “What’s your budget” question.…Continue

Tags: TRAINING, SALES, ONLINE, PROSALESGUY

 

Welcome, Dave Warawa - PROSALESGUY TRAINING

Latest Activity

Rebecca Hunt liked Dave Warawa - PROSALESGUY's discussion Everything Before The BUT Is BS
yesterday
Dave Warawa - PROSALESGUY posted a discussion

Everything Before The BUT Is BS

Every time we share this technique with our online sales training clients we get an interesting reaction.  Salespeople ask themselves why they didn’t learn this communication tip years ago.  We all make the mistake of saying BUT when trying to explain ourselves, not thinking of the true message we’re sending.  Here’s how to correct it starting today…Read These Statements“I can appreciate how you feel, but if you consider the…See More
yesterday
William Wayland replied to Dave Warawa - PROSALESGUY's discussion 'Why House Accounts Don't Work - PROSALESGUY'
"Nothing from my boss, not even an acknowlegement of my situation. He is frugal (Cheap) and often ignores his salespeople. He loses lots of money that way. Computer broken - he says he'll fix it -nothing for a month. He won't repair…"
Nov 18
Bill Turner replied to Dave Warawa - PROSALESGUY's discussion 'Why House Accounts Don't Work - PROSALESGUY'
"For every easy account you have all your other media competitors are building a better mousetrap to catch your client.  Just because they have a long term deal, that deal is earned by outworking competitors every day.  "
Nov 17
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - Are You Pricing Your Product Properly?

Pricing your product properly is always a contentious issue for our sales training clients.   Management tends to favor the side of charging full value and avoid giving concessions while Salespeople never like to lose a deal over price. How do you thread the needle and know exactly where your pricing structure should be?  Here’s the leading indicator that is easy to understand and simple to use.The Management…See More
Nov 14
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - Two Questions That Could Make Or Break A B2B Sale

One B2B sales training technique we’ve brought to our online sales training clients centers on asking two unique questions of decision makers.  Most Salespeople wouldn’t think to ask them because their purpose is not obvious yet asking them could mean the difference between making or breaking a B2B sale.The Six Levels Of QuestioningWhen conducting a detailed Customer Needs Analysis (CNA), experienced…See More
Oct 26
Trina Bauer liked Dave Warawa - PROSALESGUY's discussion PROSALESGUY - How To Respond To The Client With No Set Budget
Oct 21
Dave Warawa - PROSALESGUY posted a discussion

PROSALESGUY - How To Respond To The Client With No Set Budget

All of our sales training clients experience the same challenge when dealing with the “What’s your budget” question.   The buyer typically says they haven’t set a budget.  This leaves the Salesperson feeling frustrated not knowing the next step.  Here’s why it occurs and more importantly, how to get some direction from your decision maker.Sooner or later in the Customer Needs Analysis phase of a client…See More
Oct 12
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
Sep 26
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

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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