New and just released! What will broadcast sales look like in the future? What new skills will we need to be successful? How has the world-wide business interruption in 2020 changed how we will do business in the next years?
Pat Bryson’s sales system provides a clear, concise plan for understanding the ever-changing world of broadcast sales. Pat outlines the steps to understanding the world of our clients, accessing those worlds and living in them to create successful campaigns. Knowledge is the key to unlocking success for us and for our clients.
This book takes a retrospective look at the pandemic of 2020 and presents a roadmap for adapting to the changes brought about by new ways of doing business. Inside you will find:
- A sales system designed to accelerate success for both new recruits and seasoned professionals
- Understanding the internal motivations that move clients to buy from you
- New ways to prospect, new categories of business, that will keep your sales pipeline full
- Questions to uncover what clients are thinking and planning for the next years
- Presentations designed to craft high-dollar, long-term campaigns
- Strategies to reduce attrition
- New ways to hone your creative skills to produce relevant messages for businesses
- Way to integrate radio and digital advertising to achieve greater results for clients
- Wisdom from managers around the world regarding how to manage teams remotely
The ideas in this book will make money for you and for your client!
This review was published in the January 14, 2021 edition of The Small Market Radio Newsletter. Written by Jay Mitchell, editor.
THE BEST SALES ADVICE YOU’LL EVER GET
HOW PAT BRYSON’S NEW BOOK CAN TURN YOUR BUSINESS AROUND.
“…Pat has written a sales book that is not only for all times, it is especially good for these times— times of disruption, times of change. The final chapters of her book are no less grounded in practicality and real-world experience, but they offer invaluable insights into, as one of her chapters would have it, “doing business in a new world.” How has the sales process changed? How have the needs of the consumers changed, and how can our clients keep up?”
Successful Broadcast Sales: Thriving in Change
Paperback: 211 pages
Publisher: Bryson Broadcasting International
Pat Bryson’s sales system has one simple maxim: It’s not about us… it’s about them, our clients. We need to understand and live in our clients’ worlds. Doing so requires a sales system that focuses on uncovering the needs and goals of our clients through meaningful conversations and asking great questions.
A Road Map To Success In High-Dollar Broadcast Sales provides a step-by-step process for successful selling in the 21st Century. The ideas in this book will raise your level of success and will make you money!
This revised second edition includes an expanded chapter on selling digital products.
What people say about the techniques taught in these books:
Managing Director, Radio Bay of Plenty -Whakatane, New Zealand
“Pat Bryson nails it! Pat has successfully guided sales teams throughout the world to navigate the changes in the industry and in moving forward. Pat’s proven sales systems are golden. If you sell for a living, you will benefit from her techniques.”
Author – “Beyond Powerful Radio: A Communicator’s Guide to the Internet Age”: Broadcast Consultant/Training-Geller Media International
“Your book is my constant companion.”
My Scicluna, VIBE FM, Malta
“In this time of a rapidly expanding media landscape with increasing layers of complexity, Pat Bryson reminds us that sales is still a people to people business built on personal relationships. The best relationships will endure long after disruptions such as COVID-19 have passed.”
Peter Saxon, Managing Editor, Radioinfo.com.au
“Knowing Pat, as I do, having consulted for her twice in my career, I’m not surprised that this book is so well organized and that her systematic style of sales management is proving to be so successful. The descriptive style with which she writes brings clarity to the process of selling to a client, keeping that client, and “farming” them to grow additional business. Personally, I learned that I often fall prey to what Pat describes as the “Magic Bunny Syndrome”. This book will help me, and I am sure others, do a significantly better job of managing clients’ expectations without fearing the risk of losing them.”
Mike McVay, President, McVay Media Consulting
A Road Map To Success In High-Dollar Broadcast Sales
(revised, 2nd Edition)
Paperback: 160 pages
Publisher: Bryson Broadcasting International