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

• Can you tell us more about the Good News newsletter you used to send out to your sales team each week?
• How can I motivate a salesperson that lacks motivation?
• Finding out big hurdles, expenses & issues that our clients are facing has been helpful in showing that you DO CARE about their business & situation. Heart to heart discussions and doing research in those areas will help to come up with solutions. Our clients know authentic care when they see it and being willing to work with them makes us an asset. Renewals have come through, even in tough situations, because we discussed how what we’re doing is going to help keep them in business and growing in difficult times.

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

• Can you tell us more about the Good News newsletter you used to send out to your sales team each week?
• How can I motivate a salesperson that lacks motivation?
• Finding out big hurdles, expenses & issues that our clients are facing has been helpful in showing that you DO CARE about their business & situation. Heart to heart discussions and doing research in those areas will help to come up with solutions. Our clients know authentic care when they see it and being willing to work with them makes us an asset. Renewals have come through, even in tough situations, because we discussed how what we’re doing is going to help keep them in business and growing in difficult times.

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

• What do you recommend as far as how much time I should be prospecting vs. all the other things my manager wants me to do?
• As a station owner, how can I get my whole sales team to buy into the idea of not being average? It is really scary to see how fast selfishness and “just getting by” have taken hold of the way everyone is thinking.

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

• What is the best advice you can give a new AE?
• How can I get a prospect to talk to me when I go into their place of business? They are always too busy.
• Can you review exactly how to get copies of those marketing sheets shown near end of webinar?

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

• How do I convince my client that they are better off with me as a rep than they are with someone else at another station?
• Would you say that having a complete needs assessment is a must, digging to get the need and the need behind the need, in order to come up with a comprehensive solution?
• I’ve been in this business for a little more than a year. In my limited experience, the advertisers who are most price sensitive seem to be the most difficult to work with as you keep going with them. Is that just here or do you find that to be true in other places too? Any thoughts on that?

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

• There is a time and place for discounting price, isn’t there?  How do you know when to decide to do it and when not to?
• What audience factors do you use to base your pricing on?  Do you use Cume, Average Persons, Turnover, or do you use something else?
• How do I sell against another station that always cuts their price to get the sale?

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

• What if I have a negative reputation already? How can I fix that?
• Do you consider sharing the pros about advertising on radio as a part of the only 5% of a presentation that we should give to discussing our station and audience?
• Local broadcast is one of the few industries where you cannot buy something, such as a spot in a sports program, the day of air. Everything should be booked well in advance. With flexibility being important in business these days, how can salespeople and broadcast stations be more flexible to a client’s needs?

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

• You mention that I should get away from negative people. What if I have to work closely with them?
• Our station’s corporate office requires that we cover a lot of information on our audience in every presentation and they do track that we do it. How can I talk 75% about the client’s business while keeping that requirement?
• What are two or three books that you would recommend for a new TV rep?