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Reluctant Closers
Chris Fleming, President of CD Media Consulting, describes how easy it is for broadcast sellers to fall into the trap of being "too patient" and becoming reluctant to ask prospects for a decision.
Developing Fiercely Loyal Customers – One-Minute Apology
In this valuable session, Gary Moore discusses the E-Gap, the one-minute apology, defusing conflict, honesty, integrity, how we judge ourselves, and how others judge us!
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We’re Talking About Practice
Chris Fleming, President of CD Media Consulting, explains why regular practice is an absolutely vital component to broadcast sellers and offers some steps we can all take to incorporate practice into our professional routine.
If Not Now, When?
Chris Fleming, President of CD Media Consulting, suggests that procrastination is one of the biggest obstacles facing today's broadcast sales professionals.
Simplicity is Sophistication
Chris Fleming, President of CD Media Consulting, suggests that we make selling broadcast and working with our station too complicated. Instead, we should aim for simplicity with our clients and prospects.
The Rate Conversation
Chris Fleming, President of CD Media Consulting, warns about the dangerous ground we find ourselves on when it comes to increasing rates and provides one tactic we can consider to position ourselves better.
What Is Your Process?
Chris Fleming, President of CD Media Consulting, shares his point of view on why we all need a sales process and what a good sales process looks like.
What Do You Recommend?
Chris Fleming, President of CD Media Consulting, reveals the power of recommendations and endorsements for LOCAL prospects and clients!
What Are Your Future Horizon Goals?
Chris Fleming, President of CD Media Consulting, defines and describes the importance of constantly setting long-term goals for ourselves and how that impacts our outlook on the present and the future.
It Worked So Well We Quit Doing It
Chris Fleming, President of CD Media Consulting, describes and cautions against the tendency we all have of stopping the implementation of processes and mindsets that work in favor of complacency.
Believe in You and What You Can Do
Chris Fleming, President of CD Media Consulting, shares his perspective on why saying "yes" is often a great idea!
Developing Fiercely Loyal Customers – Two Levels
In this valuable session, Gary Moore reveals the three categories of customer service, the two levels that customers evaluate you on, and the concept that customers are buying expectations!
Developing Fiercely Loyal Customers – Shocking Results
In this valuable session, Gary Moore shares a practical customer service exercise, a revealing customer service study, and key characteristics that excellent customer service requires.
Developing Fiercely Loyal Customers – 10 Things Buyers Dislike
In this valuable session, Gary Moore reveals 10 things buyers dislike, how to avoid them, and why it's very valuable that you know what they are!
Developing Fiercely Loyal Customers – Feel, Felt, and Found
In this valuable session, Gary Moore discusses why your station should be known for offering superior customer service, what is required to provide it, and the "feel, felt, and found" process.
Developing Fiercely Loyal Customers – Four-Way Promise
In this valuable session, Gary Moore helps us redefine good customer service, introduces the "four-way promise", explains why the customer is NOT always right, and MUCH more!
Developing Fiercely Loyal Customers – Customer Service Focus
In this valuable session, Gary Moore covers why customer service is important to broadcast sales pros, the concept of "promise a lot, deliver more", and the danger of indifferent customers.
Developing Fiercely Loyal Customers – Self Management and Service
Gary Moore explains why self management and a service orientation is critical to developing fiercely loyal customers!
Developing Fiercely Loyal Customers – Service Plan
In this valuable session, Gary Moore explains that today's sales pros have to do everything, why you need a customer service plan, what salespeople sometimes forget, and the value of existing customers!
Developing Fiercely Loyal Customers – Respect and Composure
Gary Moore explains why your ability to demonstrate respect and maintain your composure is critical to developing loyal customers!