Bryson Broadcasting International Newsletter
Raising Radio and TV Revenues Worldwide!

1 February, 2019

 

Greetings from BBI!

Today's competitive broadcasting environment means that we all must be better, we all must work smarter. Bryson Broadcasting International (BBI) is committed to helping broadcast organizations worldwide to raise their level of expertise in sales and management.

Our newsletters give you information about sales and marketing that you may use to increase your revenue. We hope that you may find them to be of great benefit to your sales success. Happy selling!
In This Issue
My "I" and my "R"
The Client's Corner
Words To Live By...
We Want To Help Your Staff Increase Revenue.
My "I" and My "R"      
In our last newsletter, we talked about our "Why?". What are our Level Three motivators that spur us to action each day? We also mentioned that your Identity, "I", will drive your role, "R". Let's explore that concept a bit today.
 
I'm sure you have all known a salesperson who has had excellent sales skills, seems to enjoy selling and yet consistently under performs. At least, they under perform in OUR estimation. They are, however, performing the way they see themselves as being able to perform.
 
The good news and the bad news is that people will perform only to the level that they see themselves performing. If their level of expectation is too low, they may never reach their true potential as mature salespeople. Their "role" as a salesperson has been modified to fit their "identity" as a person.
 
The reason that so much sales training fails is that it focuses only on technical sales skills and does not address the identity of the person who is being taught. Technical sales skills deal with behavior. Beliefs drive behavior.  People will adjust their behavior to operate in their comfort zone based on their identity.
 
As managers, we must "hire in" to people with strong identities.  If you ask someone to rate himself (his identity) on a scale of 1-10, 10 being highest, winners will consistently rate themselves as 7 or above. The "at leasters" will rate themselves between 3 and 7.  Losers will rate themselves 3 or below.
 
People require "strokes". "Conditional strokes" are based on role behavior.  "Unconditional strokes" are based on the person's identity.  We as managers can help to raise someone's identity by giving him unconditional strokes.
 
We should also manage the "I" side. Think of your person as wearing a scuba suit.  You have the suit (R) and the person inside it (I).  When we need to correct "R" behavior, we should make sure we stop occasionally to check on how the "I" side is doing.  "This is an "R" side conversation.  If you start feeling it on your "I" side, stop me." Direct your corrections to the "R" side.
 
The easiest way to improve "R" side performance is to give "I" strokes.  When a person has a strong Identity, he can afford to risk failures in his role as a salesperson.  He can handle the rejection that comes with the job.
 
Simply correcting behavior will not solve the underlying problem of a poor identity.  People will adjust their behavior to operate in their comfort zone based on how they see themselves.  Does your current sales training address both the "Role" and the "Identity" of your sales staff?
 
Our "Why?" is governed in large part by our "identity". How do we see ourselves? Do we feel we deserve the success we have? Do we deserve to attain the things on our vision boards? What is holding us back? 
 
Remember, if you do what you've always done, you'll get what you've always gotten.  There is a new way to look at success in sales and in life! 

 The Client's Corner 
  

 This is an unusual Client's Corner today. I hope you may not mind that I share it with you.
 
Two years ago, I began working with Vibe FM in Malta. The General Manager, Terry Farrugia, was diagnosed with Acute Myeloid Leukaemia (AML) about that time. Since then, he has been undergoing treatment, having spent the last year in the U.K. The link below will explain what has been done to save him.  
 
I am sending the link and request to you. I am hoping that you may know of organizations or foundations that might be able to help. I also ask for your thoughts and prayers for Terry. He is a wonderful gentleman, has a wonderful family and is a terrific broadcaster.  Here's the request from his sales manager, Jon Abel:

"Now we have further updates on his condition and we have decided to organize a Trust to help him.  Terry was sent to Texas for further consultation. The doctors there have agreed to sell the medication needed to Terry's doctors in Malta. They will work in tandem with his local doctors to administer the medication.  As the drugs are very expensive, h e needs funding help for this treatment. All the updates and details can be found on www.terrytime.org or on Facebook https://www.facebook.com/terrytimetrust/?tn-str=k*F
 
It would be great if you could share all this with your base in the US and with all the people you work with.  We could raise even more funds, much needed for Terry, with your help.  I know we can count on you.  We have received tremendous feedback locally to help Terry from all deejays, from various stations, whom he worked with during the last 25 years." 
 

 Words to Live By......
  

          
"We know what we are, but not what we may be."
                                William Shakespeare
                                                      

We want to help your staff increase revenue! We at Bryson Broadcasting International are available to help your sales staff achieve its next level of expertise.  We customize our programs to meet your needs.  As needed, we make use of interpreters and produce sales materials in your language. If you would like to discuss your sales training needs, we may be reached at Pat@patbryson.com, or call us at 918.747.8774. 
 
For more information about BBI, click here.
┬ęCopyright 2019 Bryson Broadcasting International
A little about me.....
Pat a8704 ch
 
Pat Bryson has worked in the radio industry for over 30 years. During that time, she was one of the highest billing sales people in the radio industry in her market. She was promoted to General Sales Manager, managing and training both experienced and inexperienced sales people. Her career advanced to General Manager, where Pat  created a culture of over- achievement for her stations.
  
Through Bryson Broadcasting International, Pat now helps her clients to create that same culture of over-achievement in their stations.
 
Pat is one of Radio Ink's Most Influential Women in Radio for 2018. 
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