Recent Entries

  • Five Things You Need To Know If You’re a Sales Manager

    Always come to work as early as you want your staff to be in. Dress the way you want your staff to dress. Handle your problems on a one-to-one basis. Always show your boss respect in front of your sales staff. Never hire a friend.
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  • The Butterfly Effect

    In New Zealand (under Australia) its summertime, this is where I live when I am not traveling the world doing work for my clients and NRS Media. As I reflect on 2013, most of the readers of radio sales cafe are in winter battling the elements to sell adverting to buyers that are hunkered down lookin...
  • Seven Days to be a Better Radio Sales Person

    Don’t put off your sales goals. A week is all it takes to get serious about improving your sales. Here’s how: Sunday. Set half an hour on Sunday night to plan your week. Establish the six most important things you want to achieve and write them down. That one simple act will do wonders for your...
  • How Much Would You Pay?

      Every month, I receive a simple two-page newsletter from one of the best marketers in the world, Dan Kennedy. I have quoted him often in my articles and blogs. In this month’s article, he dropped a nice bit of trivia about Fred Herman, who Earl Nightingale called “the greatest sales trainer who...
  • This advice from the late Steve Jobs may help you become a better radio salesperson?

    (Steve has since passed, but lessons often come from past heroes of business. ) Entrepreneur Magazine recently featured an article titled “Steve Jobs and the Seven Rules of Success.”  The article was written by renowned communications coach and former news correspondent Carmine Gallo. It’s quite a...
  • Something to believe in!

    This post is written by Doug Watson. A regular contributor on www.talkingmediasales.com Sage advice The market for something to believe in is, I believe, infinite.   Just take a look around at the way people gravitate to self-help gurus in their pursuit to do better in any number of ways. Booksho...
  • The Fallacy of Motivation

    Many new managers see their role as the motivator of their team. If only they can find ways to motivate their team, they’ll deliver great results, they believe. But it’s an approach that can go horribly wrong … When I was an inexperienced manager, my company faced a crisis caused by the failings o...
  • Making Sales Meetings More Effective – Part 2

    Here is the second part to Stephen Pead's Making Sales Meetings More Effective. In my last post I talked about why so many sales managers feel it’s vitally important to have a one hour sales meeting. And many have a mindset of: It’s a great way to address team performance issues” or “because the me...
  • Making Sales Meetings More Effective – Part 1

    Why is it that so many sales managers feel it’s vitally important to have a one hour sales meeting, in the office first thing on Monday morning? One sales manager told me it’s a way to ensure everyone is at work, while another said “it’s a great way to address team performance issues”. But the wors...
  • Recruit Your Direct Media Salespeople Every Day

    I was reading the latest Bloomberg business publication this week and they quoted Bill Simon, president and CEO Walmart U.S. Here is the quote, and his explanation afterwards. Just about everyone started out in an entry-level job. I did, and I bet you did. My first job was a dishwasher for $2.10 an...
  • Why Some Direct Media Sales People Are Successful (and Some Are Not)

    The desire to be successful. The desire to be successful is the Number One trait that stands out amongst them all. They usually have created a history of success. They may have been good at sport, or some other profession. They are very competitive and compete against themselves and others. They d...
  • What leads to Success?

     I live in a country that really does not like success too much, probably because it’s often seen as the shiny large watch on your wrist, the big house and nice car. Politicians on the left seem to take great pleasure in making success seem dirty. I think they often get it wrong because they actu...
  • How To Get More Done in less Time.

      Have you ever heard the story about Thomas Edison's idea naps? He sits on the couch with his head in his hands, propped up on his elbow, holding a few ball bearing. He would allow himself to drift off to sleep, in order to let his subconscious mind go to work on his ideas - and when he drifted t...
  • Ten Terrific Appointment Setting Tips

        Be absolutely clear on WHY you are making the call. What will happen? Which questions will you ask? How will you want the prospect to feel?   Smile, relax and be yourself. Be polite (no matter what) and always be professional.   Gain interest from your prospect by being interesting. Scrip...
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  • Interrogate the numbers

      About 10 years ago REM released a greatest hits album titled “Part Lies, Part Heart, Part Truth, Part Garbage”. I have always been a fan of their music and that album title is a nice segue into what I’d like to share with you today.   Along time ago I was working at hot little rock ‘n roll radi...
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  • Is your success inside a library card?

      It was a cold winter’s morning in Austin, Texas, when I was dragged along to a key note speech done by Og Manadio, the famous author of the book “The Greatest Salesman in the World.”  I did not know much about Og but going by the packed audience he must have been famous. Over the next hour I w...
  • Are you Telling Stories?

          “Why did God invent writers? Because he loves a good story, and he doesn’t give a damn about words.     Words are the curtain we’ve hung between him and our true selves.”* In sales, telling stories is one way to give your advertiser’s marketing and sales lessons without appearing if you are s...
  • Price increases – it’s all in the approach

    I received a letter today from a supplier advising me all their prices will increase by 5% at the start of their new financial year. The managing director – who I’ve never met – tells me they’ve been forced to pass on cost increases but I’ll be pleased to know it’s their first increase in three year...
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  • Are you scared to Lose?

    In a recent interview of a sports coach, he was lamenting the loss of a senior player to another sporting franchise, while appearing upbeat; his body language said a lot more. I noticed something on the white board directly behind him, in the camera line.  Three words.  “Scared to lose’. I wondered...
  • Should you close down your Radio Station?

    Media companies worldwide are increasingly under pressure, and we all know why. With the advancement of all the digital media options now available, advertisers all of a sudden have choices. Only last week I was in discussion with a company here in my country on selling a sports-based Facebook appl...
  • The Old Leaky bucket

    I was asked   the other day from one of my favorite salespeople about retaining clients. These days they seem to be leaking a lot lately he said, and how do you stop the leaks. Here are a couple of ideas. Do not stress. I think that we do stress a little at times on our retention rates, I always lik...
  • Lessons from Shanghai

    Shanghai, according to Wikipedia is the most populous city in China and one of the most populous cities in the world. A global city, Shanghai exerts influence over global commerce, finance, culture, art, fashion, research and entertainment. The city is located at the middle portion of the Chinese c...
  • Brand Yourself

    Do you know your company’s brand story? If you don’t it’s in your interest to find out and use it to leverage more sales out of your customers.   One of the primary ways we make sense of our world and our place in it is through stories. These stories unite us in a common purpose and provide us wit...
  • Please don’t overdose on the fortune cookies . . .

    I know a young man who must be on the verge of growing up because he’s started to read the property pages. He’s saving to buy his own place. “There’s one thing I don’t understand,” he told me, as he read the latest edition of the newspaper. He pointed to an article on the front page. The story cla...
  • Making problems pay.

    I was called by one of my private clients last week to set up a meeting in late August. I thought after the call had finished, why had they called me? It was not to talk about the weather or family, it was about a problem they had, and they could not solve it themselves. The problem with many medi...
  • How congested is your market ?

    A bit of History about the New Zealand market and some thoughts. In most New Zealand markets there are now 14 or 15 commercial radio stations, and a large number of community based, student and religious stations too.  In fact there are round 300 commercial stations for a country of fewer than 4 an...
  • What is the cost of not doing this advertising?

    A quick Tip this week. Sometimes in advertising sales your clients need to be prompted to know the pain of not advertising. If you can get them excited about the possibilities of working with you and your radio station, and then ask them what the benefits of working with you would be, you will hav...
  • In the land of the blind the one eyed man is King

    I am often asked “what degree or education do you need to be an expert in direct advertising sales. The truth is that I do not have any type of degree in a tertiary form, but could argue that I have a degree in results. Selling million and millions of dollars in direct media sales for the last 20 ye...
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  • Become a Undercover Boss

    I  have to admit that I'm also quite addicted to this TV series. I have watched both the UK and the US series. For those that are not aware of the show, it is about a newly appointed or unknown CEO of a major company who goes undercover. He is disguised as an out of work person trying different job...
  • Beggars can’t be choosers.

    A collection of observations on my recent trip to India. I thought I would share them with the Radio Sales Cafe... Beggars can't be choosers... A term I heard while sitting with a friend in India, they choose you, the tourist, and it is a constant battle of wills and persistence. I recall asking him...
  • Is Sales a Four Letter Word?

     I was invited recently to do a keynote speech and workshop to a group of managers from a local storage company. The outcome of the speech and workshop was for the managers to accept that sales is not a four letter word. That in fact we are all in the business of selling and influencing in some way ...
  • So, what do you do for a job then?

    I am often asked ‘what do you do for a job?’  My mother is one of those that usually asks, I think she thinks I operate a waste management business and my real name is Tony. I have kept telling her I am in media sales. “Yes dear, that’s good” Anyway, recently I decided to test my theory and see wha...
  • Soap or Toast...

    Last week I posted a story about a camel and how to get your client's attention. Here is a live example, corny as it might seem these ideas still work. My friend Hayley is an awesome salesperson. She worked for me for many years at NRS Media travelling the world and helping media sales people where...
  • How do you get your client attention?

    Here is a famous story about an American tourist who visited a camel market in Marrakesh. He was so taken by the strength and appearance of these beasts that he decided to buy one. The camel dealer went to great lengths to explain to the tourist how important and how necessary it was to treat the ca...
  • 7 Tips to help your Advertisers sell more products.

    Many small to medium advertisers need some help to promote products on radio.As a direct media salesperson here are 7 tips to help your advertiser be more effective when they go to promote their products or services. Product presentation: Is the presentation and packaging of the offer or product s...
  • Replace No with “Know”

    In previous posts I have said that everyone sells. It does not matter if you are a parent, teaching your child the right values and lessons to live by, convincing your partner that Italian food may be better tonight than Chinese food or selling your advertising client the benefits of using your med...
  • 100 Tips on being a Better Sales Manager

    Here are the last 20 - check out the rest on previous blogs. For the complete list email below:  Always come to work as early as you want your staff to be in. Dress the way you want your staff to dress. Handle your problems on a one-to-one basis. Always show your boss respect in front of your sale...
  • 100 Tips on being a Better Sales Manager

    Next 20- Hope you enjoy...see the first 20 on last weeks blog. Assign political advertising to one person. Get rid of the negative force on your staff. Start selling sports the day the season is over. Stop hanging out with the jocks or other media personalities. Turnover Unclosed accounts every 90...
  • 100 Tips on being a Better Sales Manager

    I was given this by my first consultant when I had just accepted a Sales Directors job on a large radio station. Not sure where it came from, if you know I  would love to know... I will post the first 60 over the next few weeks keep an eye out for them. If you want the rest see details see below. ...
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  • Do you know the difference between a Small Sale and a Large Sale

    An excellent book that I have had tucked away in my library for some time is called Spin Selling by Neil Rackman. I decided to drag it out again and go through the notes I had taken. Here are some tips that you find useful. In this book he maintains that there is a difference between a small sale a...
  • How to Attract New Cutomers Without Spending Any More Money

    With the cost of acquiring new customers mounting, many radio stations' customer bases are shrinking due to lost confidence of advertisers and consumers alike. Referrals are often one way to get your additional advertising sales without too much additional work. If you learn these three simple ref...
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  • I want to think it over- A simple technique to overcome this common objection

    How many times have you heard this objection? I am going to show you a simple technique that will help you overcome the frustration on what to say when you hear this and if you apply this procedure your sale will not stall and you will get to the real issue that your advertiser may have with you o...
  • Double SIx A promotion for Christmas

    I have a coffee shop that lets you throw a dice to see if you get a FREE coffee. I think that is pretty cool. The deal is, you order your coffee, they then hand you two dice. If you throw a double six you get the coffee FREE. So what do you think the odds are? Is that better than a coffee card. I ...
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  • Want new customers?

    We all know that getting new customers is the lifeblood of any radio sales person. Servicing your current clients is also the lifeblood, so how do you balance the two. The one mistake that many sales people make in our business is that they work really hard to get clients, and then once they have ...
  • Sales success starts with getting the right people

        It’s easy to predict the level of success a sales person will have at your first meeting.  It usually comes down to three things – capability, commitment and industry fit.  And usually if all three aren’t there in some measure, it’s not going to work out.   The media sales industry can be fert...
  • £25 and a Dream (part 3 )

        Here is the final post  on the final two personal and business messages from the book “Only Two Seats Left”  www.onlytwoseatsleft.com   If you have not read the previous posts then go back and have a read, I think you will find them interesting.   Here are two more tips. There are a total of 25 ...
  • £25 and a Dream (Part 2)

      Last week I talked about the hugely successful travel company Contiki. If you have not read it check it out in my last post.   I promised you some tips and lessons I learnt from this book, hope you like it... another next week.       In his book “Only Two Seats Left” (link) www.onlytwoseatsleft.co...
  • £25 and a Dream

     I happened to be digging through some old blob posts on my www.talkingmediasales.com website and came across this story about Contiki. For my American readers Contiki is a tour company for anyone under 35. It does operate in the US but mainly in the United Kingdom, Europe. It was started by a New ...
  • Tired of Cold calling?

        No one likes to cold call, many of us have had to cold call over the years, I know that once I established a client list and some regular business I was less keen to go out and cold call.   But as salespeople we have an obligation to ask clients if they have an interest in our media.   Cold call...
  • Could Five Little Words sell a Million Gallons of Gasoline?

    When I first started in sales, I was trained by the Cadbury Confectionery Company. This company sold chocolate, yip chocolate...  but they had some of the best training programs any sales person would want. Even today looking back some 25 years later, the training, compared to what is on offer toda...
  • British rail

          Here is another wise tale from Shaun Fay at www.talkingmediasalers.com   Hope you enoy   It seems our industry has more stories than a library. But are they all true? Legend has it that one of reasons Saatchi and Saatchi won the British Rail account was the way they treated their potential cli...
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  • Myth or Legend?

    My mate Shaun Fay is my resident copywriter  and advisor on all things copy.   We call our friends down here in Aussie and New Zealand mates... good on ya mate....   Shaun is a big believer like me that copy should be written by copywriters and sales should be made by salespeople. Logical down under...
  • Right in front of your face !

    There is a story about a leading manufacturing company based in Japan that saved ¼ million dollars by turning off the lights. A competition was run by this Japanese company with a reward of $25,000. The task: “How we can save money in our company without damaging, effecting and interrupting the day...
  • Have you heard about Speed Selling?

      Speed Selling is a great way to launch a new media company and I have participated in it several times. Over the years it has become a lot more sophisticated. My company, NRS Media, has fine tuned it to pretty much launch a brand new media company into profit from day one. Speed Selling My first e...
  • Finding the Right Fit

    Finding the Right Fit I used to get really frustrated when I would work with a client for months, call on them time and time again, usual response, “Yip we are keen, just come later, yes we will advertise, we love your radio station, ” only to find out that they simply could not buy my advertising, ...
  • The Value is in the Inside

      In January of this year, Century Management's (www.centman.com) founder and chairman, Arnold Van Den Berg, told the following story at his annual client review. This is quoted from the April 30 issue of Outstanding Investor Digest: "One time at an auction, the U.S. government was auctioning off p...
  • What a 6 year old can teach you about sales

    What a 6 year old can teach you about sales “Dad can I go to Emma’s please?”  Ask your mother, I reply, “Dad when I go and ask mummy can I tell her your answer is yes… The art of selling and asking for the order starts at an early age…. That was the question posed by my 6 year old daughter this holi...
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  • Are you writing thank you notes?

    How to write a good thank you note It’s seems like a tough old market out there at the moment, in fact everywhere you go, they are telling us that advertising is down, it may never recover to what it used to be like, businesses are closing , and advertisers have stopped advertising. With all this do...
  • Is Positive Thinking Negative

    Is Positive Thinking Negative I am not a great fan of the law of attraction books currently circulating at the moment. The theory is that if you “think real hard” then everything will come to you I would have to disagree... You can’t sit in a darkened room, by yourself and think positive and eureka....
  • Is your Sales Organisation on the Road to Abiline?

    Is your Sales Organisation on the Road to Abilene?   My favourite management book is called the “Road to Abilene” by Jerry B. Harvey) it leads off with his story about his family, in Texas in 104 degree heat, with the wind blowing fined grain topsoil through their house. They are all sitting on the ...
  • Does free have a dark side?

      Is giving away something for free have a dark side? In Dan Kennedy and Jason Marrs’s latest book on NO BS Price Strategy they say that it has, and if you get too much into FREE it’s hard to get back valuable customers to your business. They use an example of the current trend among newspapers com...
  • Send your Client a Door

    Send your client a door How do you get clients that has said no to you a hundred times, but you just know that if I could just get his or her attention they would buy off you, what do you do, what is the one thing that might set you apart, try this- send them a door… The key to this idea was researc...
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  • What Walter Says

    What Walter Says I am a huge fan of the New Yorker magazine, I look forward to receiving it all the way from New York every week, it travels about 10,000 miles into my letterbox, waiting for me to open it, and discover all the different articles, from politics, finance, and human behavior. The reaso...
  • Do we all live in a submarine?

      Well not quite, but in Bob Bly’s The White Paper Marketing Hand Book, he describes his rule of thumb as a marketer for the last 25 years. “When you market to a group of target prospects, all of whom are qualified and can benefit from what you are selling, only 10 percent will have an immediate nee...
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  • What my Dad taught me about Sales

    What my Dad taught me about Sales but I wasn’t listening!   My dad is 80 years of age, he was in the selling game too, well  the other day while I talking to him on the phone, he reckoned I had stolen some of the stuff that he had taught me about selling.  He still says that he taught me everything ...
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  • Would you Give your Client away?

    Would you Give your Client away? Over the years I have conceded that maybe my opposition media company is the best fit for the client. If you are in that situation would you let the other guy take the business? The reason you want to do that is to show your customer that actually you have their bes...
  • “Advertising – no not interested "

    How many times have you heard that from a client? The truth is that client could live without your medium if they really wanted to, you on the other hand might starve. So how do you overcome that common objection? Well tell the truth, don’t string the client along on why he or she should buy your r...
  • Look to Other Businesses for Inspiration

      I am always on the lookout for ideas, and inspiration from other types of business. If you are looking for service and adding value you cannot go past the hotel industry. They are absolute masters at it. They always ask questions that get a positive response. I wrote an article a while back on tes...
  • Right in Front of my Face !

    There is a story about a leading manufacturing company based in Japan that saved ¼ million dollars by turning off the lights. A competition was run by this Japanese company with a reward, the task: “How we can save money in our company without damaging, effecting and interrupting the day to day ope...
  • Take a bus trip around your town or city

    A friend of mine works in the real-estate business, at the moment it’s probably not the industry to be in, a bit like advertising. Anyway whenever they list a house, they get the opportunity to share the listing with all their fellow co- workers, because if they get a sole listing,(only that firm ca...
  • 7 Questions to Ask a Brand New Client

      Asking the right Questions? 7 questions to ask a Brand new Client who has never advertised before: 1.      New leads into your Business? Q.  Are you constantly getting new leads in to your business? This question will open up the conversation around leads, what is the definition of a lead to your ...
  • Do You Know This Customer Service Secret?

      I was speaking to one of my retail clients a few weeks ago about vouchers, and expiry dates. I am sure we have all heard of gift vouchers, and at this time of year they become hugely popular. Many companies sell gift vouchers with an expiry date on them – in other words you pay your money but you ...