Gary Moore urges us to constantly add value both to our clients and our station. He also urges us to consider daily how we can bring even more value to the table tomorrow.  

Chris Fleming, President of CD Media Consulting, shares his thoughts on clients asking for "added value", how to respond, and what you should be offering instead!

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions! In this session:

• I’ve heard different broadcasters and trainers give different responses for how many accounts I need to aim to have on-air each month to be successful. How many accounts do you recommend and why do you think that’s the right amount?
• If you were working with a person who has been selling advertising for 6 months, what would you tell them are the 3 most important things to do and remember while building their book of business?
• With phone scams so pervasive, I’m finding that the window before I get blown off is getting shorter and shorter. Do you have any tips on opening lines I can use to not sound rushed but still get to the point quickly enough to NOT be hung up on?
• I’m doing my best to be smart with my time management. How much time per week should I spend making cold calls? And how much time calling on current clients?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions! In this session:

• What are some questions that you prefer to use when you are trying to find business problems to solve for advertisers?
• I have been selling radio for almost a year and have nowhere near the amount of clients I hoped I’d have by now. It is affecting my confidence. It’s hard to keep walking into businesses without getting an appointment. How can I keep my head high after hearing “no, thank you” so often?
• How do I get the larger accounts you are talking about if I’m at a small station?

Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions! In this session:

• Can you speak on those who prefer to sell from a positive approach and not talk about “problems”?
• Can you explain why it’s critical to establish a clear next step or follow-up meeting at the end of every sales call?
• What if a salesperson is comfortable with only calling on minnows and doesn’t know how to change their approach to go after the whales?
• Should we as salespeople stay true to ourselves regardless if we are hunting a whale or a minnow?

Chris Fleming dives deep into the art of meaningful sales communication. Discover how a steady rhythm of contact builds trust, how to frame customer challenges with clarity and empathy, and how to speak to clients and prospects with purpose instead of pressure....

Chris Fleming dives deep into the art of meaningful sales communication. Discover how a steady rhythm of contact builds trust, how to frame customer challenges with clarity and empathy, and how to speak to clients and prospects with purpose instead of pressure....

Chris Fleming dives deep into the art of meaningful sales communication. Discover how a steady rhythm of contact builds trust, how to frame customer challenges with clarity and empathy, and how to speak to clients and prospects with purpose instead of pressure....

Chris Fleming dives deep into the art of meaningful sales communication. Discover how a steady rhythm of contact builds trust, how to frame customer challenges with clarity and empathy, and how to speak to clients and prospects with purpose instead of pressure....

Chris Fleming dives deep into the art of meaningful sales communication. Discover how a steady rhythm of contact builds trust, how to frame customer challenges with clarity and empathy, and how to speak to clients and prospects with purpose instead of pressure....