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Transform Your Sales Journey: Being Your Own Sales Coach – Part 6 – Q&A

Transform Your Sales Journey: Being Your Own Sales Coach – Part 6 – Q&A

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LBS President, Gary Moore, takes LIVE broadcaster questions! In this session:

  • It seems like pursuing the level of excellence that you described will have a negative impact on work/life balance. How do you make sure to keep all of this in a proper perspective?
  • How will I know if I’m in the top 10% of all sellers in my market and how do you measure that? By revenue? By customer count? By something else?
  • I’m a radio station leader in a large market. How can I help my current sellers want to coach themselves? And more importantly, what should I look for if I want to hire new sellers who value this?
  • How early do you get up before you have to get to the office? Also, I’m a mom with kids in school, what can I do before my day to get motivated? – Miranda
    What are your suggestions for prospecting via text message?
  • Retirement is still a few years away for me. How do I maintain a work/life balance as the Mom, the Wife, and the Main Bread Winner? I get comments from my family if I’m at work an extra 30-45 minutes. By 10:00 at night, I’m falling asleep in the chair.
  • Do you have suggestions on how to use AI to drive radio sales? – Terry
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A Top Seller’s Self-Evaluation: Unlocking Profits and Personal Fulfillment – Part 10 – Q&A

A Top Seller’s Self-Evaluation: Unlocking Profits and Personal Fulfillment – Part 10 – Q&A

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LBS President, Gary Moore, answers LIVE broadcaster questions!  In this session:

  • I don’t spend 25% of my time actually in front of decision makers because it’s hard to get in front of them anymore. What is your favorite way to get the attention of the right people in a business – like a furniture store?
  • Can you share any successful tactics for keeping your prospecting funnel consistently full? How can I balance lead generation while nurturing existing client relationships?
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A Top Seller’s Self-Evaluation: Unlocking Profits and Personal Fulfillment – Part 8 – Q&A

A Top Seller’s Self-Evaluation: Unlocking Profits and Personal Fulfillment – Part 8 – Q&A

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LBS President, Gary Moore, answers LIVE broadcaster questions!  In this session:

  • Is it OK to fire an account if they are taking forever to make a decision?
  • I’m a station manager in a community market. What are your thoughts about what work hours I should be requiring my salespeople to keep and when do I know that it’s smart to occasionally allow them to leave early for personal things?
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Successfully Selling Broadcast by Personality Style: A Proven Approach That Actually Works! – Part 8 – Q&A

Successfully Selling Broadcast by Personality Style: A Proven Approach That Actually Works! – Part 8 – Q&A

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LBS President, Gary Moore, takes LIVE broadcaster questions! In this session:

  • What if I think someone is one personality, but they are actually another and I never figure that out? In other words, isn’t it going to hurt my chances of getting a sale if I get this wrong?
  • I have contacted a prospect and I have not heard anything from them. I’ve been in this industry for over a year and I still have trouble closing larger deals. Can you review how I can close more deals?
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Successfully Selling Broadcast by Personality Style: A Proven Approach That Actually Works! – Part 7 – Q&A

Successfully Selling Broadcast by Personality Style: A Proven Approach That Actually Works! – Part 7 – Q&A

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LBS President, Gary Moore, takes LIVE broadcaster questions! In this session:

  • What are some tactical questions or conversation topics I can use to help determine what style a client or prospect is?
  • You said that most sales reps are Dominant or Expressive. Does that mean that I should only hire those people because the others are not very good at selling?
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Successfully Selling Broadcast by Personality Style: A Proven Approach That Actually Works! – Part 6 – Q&A

Successfully Selling Broadcast by Personality Style: A Proven Approach That Actually Works! – Part 6 – Q&A

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LBS President, Gary Moore, takes LIVE broadcaster questions! In this session:

  • How would you advise an Amiable personality style to sell to a Dominant or Expressive personality style? I am a college student who works at my college radio station and I often feel that I am not experienced or assertive enough to sell to different businesses.
  • I have a few clients who actually send in orders by text and others who communicate with me digitally as a rule. Can this be used in a more digital world or is it best used in person?
  • I have a really hard time with people who are Analytical. Would you recommend that I just try to avoid them? This seems like it would be easier and free me up to sell to the other people that I’m much better with.
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Establishing Customer Engagement as Your Competitive Selling Advantage – Part 8 – Q&A

Establishing Customer Engagement as Your Competitive Selling Advantage – Part 8 – Q&A

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LBS President, Gary Moore, takes LIVE broadcaster questions!  In this session:

  • Is it ever a good idea to show up at a client’s business (in addition to standard internet client research) to check it out prior to making first contact or should we always start by contacting them on the phone?
  • I am having the very real challenge of establishing relationships with prospects since the pandemic. It’s a challenge to get the decision maker on the phone – or catch them at their place of business to even get a meeting to start the relationship process. What’s your solution to getting in front of people to even start the relationship process?
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Establishing Customer Engagement as Your Competitive Selling Advantage – Part 7 – Q&A

Establishing Customer Engagement as Your Competitive Selling Advantage – Part 7 – Q&A

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LBS President, Gary Moore, takes LIVE broadcaster questions!  In this session:

  • What are your thoughts about reps calling on local businesses outside of regular business hours? I’m a manager who’s been around for a while and I am tired of hearing my newer reps complain about working later than 4:15pm or earlier than 9:45am.
  • You had said to ask about getting results and frequency with small budgets. What’s your advice for that?
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Establishing Customer Engagement as Your Competitive Selling Advantage – Part 9 – Q&A

Establishing Customer Engagement as Your Competitive Selling Advantage – Part 9 – Q&A

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LBS President, Gary Moore, takes LIVE broadcaster questions!  In this session:

  • How do you convince a client with a small budget and who only advertises one or two months a year, to commit to an annual schedule?
  • When you go in to a prospect and ask how business is going, at what stage do you bring up pain points and do you research those ahead of time?  Where do you take the conversation from “How’s business going?”
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