Radio Sales Café

Networking for radio sales professionals from Grace Broadcast Sales.

Dave Warawa - PROSALESGUY
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Dave Warawa - PROSALESGUY's Friends

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Dave Warawa - PROSALESGUY's Discussions

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

Started yesterday 0 Replies

A group discussion on the best sales training techniques in Vancouver recently provided the…Continue

Tags: SalesTrainingVictoria, SalesTrainingEdmonton, SalesTrainingCalgary, SalesTrainingVancouver, Setting

Pick One Word For Your Personal Branding

Started Apr 2 0 Replies

Professional Salespeople are in the business of imaging and positioning.  So, why would I deal with you and consider your…Continue

Tags: personal, branding, salestrainingedmonton, salestrainingcalgary, salestrainingvictoria

 

Welcome, Dave Warawa - PROSALESGUY TRAINING

Latest Activity

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
yesterday
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…"
Monday
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
DJ. Carter replied to Dave Warawa - PROSALESGUY's discussion 'How Do I Deal With The Lower Price Competitor?'
"I deal with this every day.  Supply and demand is by far the best response.  Most businesses understand that factor.  If you had 100 cases of a product item sitting in the warehouse because it is not selling would you not clearance it…"
Feb 21
Dave Warawa - PROSALESGUY posted a discussion

How Do I Deal With The Lower Price Competitor?

The top Professional Salespeople believe in offering their clients extraordinary service.  This goes beyond what’s expected of them.  These Sales Superstars feel that a significant part of buying their product is the service level that you receive from them.   What happens when another supplier offers a similar product for less money?This is a typical scenario experienced by Professional…See More
Feb 17
Rebecca Schwartz liked Dave Warawa - PROSALESGUY's discussion Dealing With A Client From Hell
Feb 4
Dave Warawa - PROSALESGUY posted a discussion

Dealing With A Client From Hell

Every company that prides itself on great customer service will have an occasional oops – an unfortunate situation that you’d like to take back and do over again.  The key is recognizing the opportunity to erase a bad customer experience with great service by solving the problem.  Let that be the story people talk, tweet, and blog about.  Here’s how to do it. I have found this five step procedure in solving customer…See More
Feb 3
Rebecca Schwartz liked Dave Warawa - PROSALESGUY's discussion I Have No Money!
Jan 28
Dave Warawa - PROSALESGUY replied to Dave Warawa - PROSALESGUY's discussion 'I Have No Money!'
"Couldn't agree with you more Mark. The decision by an advertiser to buy your station is at least 75% influenced by you as an individual. You are the first product the buyer considers. If you pass the test, then your station is considered. Your…"
Jan 28
Mark Buss replied to Dave Warawa - PROSALESGUY's discussion 'I Have No Money!'
"As I have always believed; it's about relationships.  Showing your client you care about their needs with this approach leaves an impression with the client that you care about them.  And if you do meet and come up with a…"
Jan 28
Dave Warawa - PROSALESGUY posted a discussion

I Have No Money!

No matter what you sell to decision makers, you have heard the phrase – I have no money, my budget is spent!  Business expert William Best said it best – A budget tells us what we can’t afford.  It doesn’t keep us from buying it.  How do you best deal with buyers who say they have no money?The ability to pay is one of biggest qualifiers for a Professional…See More
Jan 27
Dave Warawa - PROSALESGUY posted a discussion

The Social Media Guide For Small Business

What marketing lesson did Fort McMurray give small business owners everywhere?  Neil Young's recent comment “Fort McMurray looks like Hiroshima” drew a quick, angry reaction from local residents who wanted to speak out.  Their comments and images on Twitter are an excellent example of the power of social media.  Here’s how your business can learn more from this great lesson. The hashtag #myhiroshimaThis Twitter hashtag was quickly established and used by the residents of Fort McMurray to make…See More
Jan 20

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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