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The Wounded Buffalo Theory
Chris Fleming, President of CD Media Consulting, shares his theory about the wounded buffalo and how it can make a real difference in the success and failure of our prospecting!
Motivating Yourself in Today’s Economy: Passion Is Not An Option
Gary Moore discusses the importance of us remembering why we chose this career and if we don't love what we get to do, then we need to get out!
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The Unreasonable Man
Chris Fleming, President of CD Media Consulting, reveals how being "unreasonable" is a great quality for broadcast sellers to possess!
A Grand Objection Buster
Chris Fleming, President of CD Media Consulting, describes the three main objections that prospects/clients use and provides strategies for your consideration as you respond to them!
Do You Suffer From Telephobia?
Chris Fleming, President of CD Media Consulting, defines telephobia and gives great ideas on how you can increase your sales by overcoming it!
The Pattern Disruptor
Chris Fleming, President of CD Media Consulting, shares the concept of pattern disruptors and how you can implement them in your sales presentations to increase your chances of closing a sale!
People Are Bad At Math
Chris Fleming, President of CD Media Consulting, describes several retail pricing techniques and how you and your clients can implement them to increase sales.
You Can Charge a Premium for Original Ideas – Part 2
Chris Fleming, President of CD Media Consulting, wraps up his discussion on original ideas and how they are a primary source of strong revenue streams for you, your station, and your customers!
You Can Charge a Premium for Original Ideas – Part 1
Chris Fleming, President of CD Media Consulting, suggests that original ideas are a primary source of strong revenue streams for you, your station, and your customers!
Inversion
Chris Fleming, President of CD Media Consulting, explains how the fear of loss and the hope of gain work against each other and how you can use them both to increase your selling success!
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: Don’t Believe the Press
Gary Moore discusses the value of drawing on your past accomplishments to solve today's challenges.
Motivating Yourself in Today’s Economy: Be A Faithful Leader
Gary Moore reminds us that a great way to become more effective is to be known as someone who is consistently fair.
Motivating Yourself in Today’s Economy: If It’s Not Broken…
Gary Moore urges us to constantly question and tackle sacred cows with the understanding that new approaches to business can be enjoyable and profitable.
Motivating Yourself in Today’s Economy: Your Network
Gary Moore reminds us that our own personal network is a great resource to tap into for positive input and that we need to be that kind of resource for them as well!
Motivating Yourself in Today’s Economy: Prepare Future leaders
Gary Moore explains why you should find someone to mentor and how you can help develop the next line of leaders.
Motivating Yourself in Today’s Economy: Invest In Positive Input
Gary Moore discusses the importance of guarding your mind and developing a professional & positive reading habit!
Motivating Yourself in Today’s Economy: Remember Your Strength
Gary Moore offers a reminder that you have an enviable reach, variety of products, and target audiences.
Motivating Yourself in Today’s Economy: Make a Difference
Gary Moore reviews the importance of remembering your greater mission and consciously considering your station's role in providing community news & information.
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".