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Your Value Is Not Set By Others
Chris Fleming, President of CD Media Consulting, shares the importance of selling value and why it is vital for your station that this be a priority for you!
Motivating Yourself in Today’s Economy: It’s Not OK To Not Be OK
Gary Moore reminds us that we live our professional lives on a stage, that we are not allowed to have "bad days", and that we should even temporarily avoid people when we are feeling discouraged!
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Ten. Five. Two.
Chris Fleming, President of CD Media Consulting, reveals his method for keeping his sales funnel healthy every single month!
The Two Guarantees on Every Sales Call
Chris Fleming, President of CD Media Consulting, defines the two primary possible outcomes on every single sales call you make and how to improve your chances of getting the outcome you want!
You Have Not Arrived Until You Have Fired a Client
Chris Fleming, President of CD Media Consulting, describes the preexisting conditions, reasons, and qualifications that go into the decision of firing a client.
Add Value, Don’t Give Away Added Value!
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!
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!
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!
Motivating Yourself in Today’s Economy: Two Ears, One Mouth
Gary Moore explains how doing more listening helps us to focus on our prospects & clients and allows us to set a goal of learning something new on every call!
Motivating Yourself in Today’s Economy: Utilize Resources
Gary Moore discusses the benefit you can get from leveraging your station's relationships with vendors and how to use their services/technology have a multiplier impact on your LOCAL effectiveness!
Motivating Yourself in Today’s Economy: Stop Blaming
Gary Moore talks about our individual roles in the hard work it takes to build a winning culture and attract the best sellers.
Motivating Yourself in Today’s Economy: Accountability
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.
Motivating Yourself in Today’s Economy: Ads That Work
Gary Moore encourages us to provide personal value to our clients and appropriately educate them towards success.
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".
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.