by Perry Kapiloff | Apr 10, 2023 | Prime Time
Next time a persistent telemarketer gets you on the phone, instead of feeling annoyed … start a conversation. You could be talking to your next star seller. I recently worked with a new seller, “Bob,” who had started only 6 weeks earlier. He knew absolutely...
by Margie Chilson | Oct 17, 2022 | Prime Time
Most sellers love to interact and share. Whether it’s a personal win, a creative idea, a prospecting strategy, or a struggle they need help with … most successful sales teams encourage sharing and are eager to support one another. And it’s a sign of a strong...
by John Hillary | Oct 4, 2022 | Prime Time
Here’s a tip for media sellers to remember before presenting their next marketing strategy. One of the most effective responses to a complex or difficult question is often … a question. We’ve all been guilty of losing sales because we blurt out answers to customer...
by Pat Norris | Dec 28, 2021 | Prime Time
It’s a staple of the JDA.media teaching philosophy—the diagnosis call is about uncovering a prospect’s needs and determining if your products can help them grow their business. It is not about selling your station or package. How that works to engage a prospect and...
by Angela Betasso | Sep 15, 2021 | Prime Time
You’ve just finished a sales meeting in which you made a significant change to the format, or delivered a recap to your General Manager or boss. You hope your team, or boss, found it effective and are wondering if they have any thoughts on how you might make the next...