Radio Sales Café

Networking for radio sales professionals from Grace Broadcast Sales.

Welcome, Dave Warawa - PROSALESGUY TRAINING

Latest Activity

Rebecca Schwartz liked Dave Warawa - PROSALESGUY's discussion Help! My Client is EMOTIONAL!
Aug 19
Dave Warawa - PROSALESGUY posted a discussion

Help! My Client is EMOTIONAL!

A Group Sales Training Workshop on Vancouver Island is the source of this edition of  THE PROSALESGUY BLOG.  Have you ever had a client flip out over an issue that you had no control over?  Here’s the best way to handle it.Meeting client expectations can be demanding work - especially with a client…See More
Aug 18
Dave Warawa - PROSALESGUY posted a discussion

Job Interviews Are A Two-way Street

I was doing some job interviews for a client recently who has hired us for Group and Individual Sales Training in Alberta.  The company was looking to hire a Salesperson and wanted to ensure they hired the right person.  I’ve always felt that job interviews are a two-way street.  Here’s why…We are involved in…See More
Jul 30
Dave Warawa - PROSALESGUY posted a discussion

Excerpt From Chapter One – Shut Up! Stop Talking And Start Making Money

Shut up! Stop Talking and Start Making Money is now in its production phase with a release date of early Fall.  The book will be designed for Professional Salespeople, Business Owners and people who want to get better at selling their ideas to their boss.  Here’s an excerpt from Chapter One: The Stigma Of SalesTell people at a dinner party that you’re a salesperson and one of…See More
Jul 16
john steele liked Dave Warawa - PROSALESGUY's discussion Engagement - The Key To Making The Sale
Jul 7
Dave Warawa - PROSALESGUY posted a discussion

Engagement - The Key To Making The Sale

This week’s PROSALESGUY BLOG is an excerpt from my upcoming book “Shut up! Stop Selling and Start Making Money.” Sign up to a subscription to the BLOG to receive notice of its release date this Summer.In all types of sales, the face-to-face appointment is crucial. This is where you will engage the client and if successful, get…See More
Jun 24
Dave Warawa - PROSALESGUY posted a discussion

Sales Training With Long Term Results

 What's your experience with sales training?  Here's what I hear from business owners, decision makers, sales managers and professional salespeople.  For fear of readers thinking that this edition of THE PROSALESGUY BLOG is nothing more than spam, I welcome you to feel free to hire someone else.  I would simply like to offer you insight into…See More
Jun 3
Dave Warawa - PROSALESGUY posted a discussion

How To Best Prepare For A New Client Call

No matter how long you have been a Professional Salesperson, there’s a certain amount of anticipation and tension before a call with a new potential client.  You want to be at your best as first impressions will dictate your future with this new customer.  How can you put your best foot forward? Client PreparationThis is the key to minimize your nervousness or apprehension.  With online resources at your disposal,…See More
May 21
Dave Warawa - PROSALESGUY posted a discussion

Wow, Social Media Is Customer Service

A recent experience at Vancouver International Airport is evidence that smart companies are realizing that social media is a great way to provide customer service.  I was so impressed with the efforts of a customer service representative at YVR Airport that I have to share them with you on THE PROSALESGUY BLOG. We all know how stressful traveling can be, especially long distances when you are connecting flights.  There are many things that easily can go wrong.  At times, it seems like a…See More
May 5
Dave Warawa - PROSALESGUY posted a discussion

Want To Increase Your Sales? Start With These Three Personal Goals

A group discussion on the best sales training techniques in Vancouver recently provided the insight for this week’s PROSALESGUY BLOG.  While we discussed many client focused elements like probing for needs analysis and customer engagement, the conversation eventually came down to these three prerequisites. Start HereAs a group, we…See More
Apr 22
Dave Warawa - PROSALESGUY replied to Stephen Pead's discussion '26 Great Subjects for Sales Meetings'
"Excellent article, Stephen!  Your sales meeting is an opportunity for dialogue, learning and consensus.  Too many Sales Managers have their own agenda for the meeting. If you have the attitude that the sales meeting is the property of the…"
Apr 21
Dave Warawa - PROSALESGUY posted a discussion

Pick One Word For Your Personal Branding

Professional Salespeople are in the business of imaging and positioning.  So, why would I deal with you and consider your product or service?  Every buyer asks that question.  Finding a unique way to distinguish yourself sets you apart from the other Salespeople all claiming to offer the best value.  Here is a simple way to do it.We are referring to the term brandingThe product or service you sell has a brand.  It’s…See More
Apr 2
Dave Warawa - PROSALESGUY posted a discussion

How To Repeat A Great Sales Week

We have all had a great week where virtually everything we touched confirmed as SOLD!  We have all experienced the opposite where you could not give away a free steak at a BBQ.  There is a method of repeating the success and making it more of a regular occurrence.  Here is how…All your pending sales have closed.  A few of…See More
Mar 24
Dave Warawa - PROSALESGUY replied to Alex Mann's discussion 'Price Objections: Would love your help on this!'
"Alex, what you are experiencing is very common.  Let me first address your comment on low frequency airtime schedules Full Reach.  Many stations offer these campaigns to attract advertisers that want a low monthly investment, particularly…"
Mar 11
Dave Warawa - PROSALESGUY posted a discussion

Help! I'm A Sales Manager

A newly appointed Sales Manager reached out to me this week.  She has recently been promoted into Sales Management after being the company’s top producer for a few years.  This is often the case and is a natural progression for many successful Salespeople.  However, it is a very difficult transition to make. It makes sense to promote a proven…See More
Mar 10
A discussion started by Dave Warawa - PROSALESGUY was featured

Turning Prospects Into Customers

Here is the one common element with all of the different Salespeople and Business Owners that I work with.  They all want to convert prospects into customers.  How do we convert potential buyers into confirmed clients?  Here is the best way to do this. The Sales CycleTo convert prospects into customers, we need to understand the Sales Cycle of your business.  Many businesses require a longer sales cycle…See More
Mar 4
Dave Warawa - PROSALESGUY posted a discussion

Turning Prospects Into Customers

Here is the one common element with all of the different Salespeople and Business Owners that I work with.  They all want to convert prospects into customers.  How do we convert potential buyers into confirmed clients?  Here is the best way to do this. The Sales CycleTo convert prospects into customers, we need to understand the Sales Cycle of your business.  Many businesses require a longer sales cycle…See More
Mar 3
Dave Warawa - PROSALESGUY replied to Dave Warawa - PROSALESGUY's discussion 'How Do I Deal With The Lower Price Competitor?'
"Exactly Jack!  The market sets the rates based on supply and demand.  Consider this.  If you don't lose a deal at least 1 our of 10 times because your rates are too high, then your rates are too low.  The one deal you lose…"
Feb 24
Jack Walker replied to Dave Warawa - PROSALESGUY's discussion 'How Do I Deal With The Lower Price Competitor?'
"Great advice. I tell clients that I don't set the rates - the market does. "
Feb 24
Dave Warawa - PROSALESGUY replied to Dave Warawa - PROSALESGUY's discussion 'How Do I Deal With The Lower Price Competitor?'
"Exactly D.J. Relating it to their business is always interesting. Very few buyers will agree with you, yet their silence is confirmation that you've made your point. As they continue to ask for a price reduction, just smile and continue to sell…"
Feb 21

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

Comment Wall (2 comments)

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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 Schwartz 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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