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They Said “No”, Now What?
Chris Fleming, President of CD Media Consulting, warns about the certainty that a prospect will tell us "no" and why we should develop a plan for when this happens!
Motivating Yourself in Today’s Economy: Will Things Get Better?
Gary Moore encourages us to begin our planning with actual local reality and to stop wasting our time & emotions wishing for the "good old days".
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The Future Cost of Short-Term Decisions
Chris Fleming, President of CD Media Consulting, shares why making decisions to satisfy short-term goals can hurt in the long run!
Depth of Assortment
Chris Fleming, President of CD Media Consulting, reveals a large opportunity that many sales reps are missing out on!
Relentless Tenacity
Chris Fleming, President of CD Media Consulting, describes the selling tenacity of a beach vendor and what broadcasters can learn from being relentless.
60-40
Chris Fleming, President of CD Media Consulting, defines 60/40 and warns about the dangers of making too many decisions based on our emotions.
Mind the Gap
Chris Fleming, President of CD Media Consulting, shares the dangers of allowing too much time to pass during the sales process and the importance of keeping it moving along at a proper pace.
Know Your Number
Chris Fleming, President of CD Media Consulting, describes the vital role that "knowing your number" plays in your continued sales success.
Don’t Sell Advertising, Sell Ideas!
Chris Fleming, President of CD Media Consulting, explains why your greatest value to your prospects and clients lies in the ideas that you present to them!
Fair is Often One-Sided
Chris Fleming, President of CD Media Consulting, suggests that broadcast pros are better off when they pursue equity in business deals rather than fairness.
The Half-Life Waiting Trap
Chris Fleming, President of CD Media Consulting, explains what a half-life is and how it directly impacts your chances of getting a sale!
Motivating Yourself in Today’s Economy: You Can Either Cry or Try
Gary Moore discusses why we can never lose hope and why complaining & focusing on negatives is a waste of your time & energy.
Motivating Yourself in Today’s Economy: Be Willing to Lead
Gary Moore reminds us to actively be willing to make a difference and to keep an eye out for opportunities.
Motivating Yourself in Today’s Economy: Personal Character
Gary Moore emphasizes the importance of excellent character today and drawing on your past experiences.
Motivating Yourself in Today’s Economy: Team Members
Gary Moore reminds us that many of our peers are really trying and urges us to remember that our success helps others.
Motivating Yourself in Today’s Economy: Mt. Everest
Gary Moore offers insight into setting your goals correctly and why you need to recognize small victories every day.
Motivating Yourself in Today’s Economy: Moral Standing
Gary Moore stresses the importance of being known by your high moral character and principles and talks about how your actions are what build trust with prospects, clients, and coworkers.
Motivating Yourself in Today’s Economy: Sales Banner
Gary Moore discusses the mindsets of treating sales like a profession, going above and beyond, and getting help with obstacles.
Motivating Yourself in Today’s Economy: Your Next Meal
Gary Moore explains who your competition is and offers an approach to your efforts centered around defeating your competitors every day!
Motivating Yourself in Today’s Economy: Develop A Sense of Urgency
Gary Moore defines the role of urgency in your professional success, focuses on what your peers do well, and offers insight into the importance of continuing your sales education.