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!
The best sales people are the best story tellers. We join a long line of people who have been important to their tribes because they passed down the tribe's histories. They told stories of the successes of their ancestors. They kept legends alive. They inspired.
And, so do we. A big part of our job as sales people is to manage risk and stack value for our prospects. People will not buy from us until they perceive that the probability of reward is greater than the risk. Telling success stories from other clients is a big part of removing risk.
What's the science behind this? The left side of the brain helps us to think logically. The right side of the brain helps us recall memories and experience emotion. Both sides are linked together by the Neocortex. When we tell stories, both sides of the brain are stimulated and work together. We see the whole picture. We connect to the person telling the stories.
Oxytocin is the "trust hormone". It is released when we listen to stories. Oxytocin signals the brain that everything is OK, and it is safe to approach others. Being trusted builds our credibility, a necessary ingredient if a prospect is going to buy from us.
Get your stories ready. Learn to paint "word pictures" with your language. People will remember your stories long after they have forgotten your facts!
The Client's Corner
The power of team work was evident in the first annual meeting of the sales staffs from all three Touch Canada markets. We spent the day learning from each other, learning about each other and combining brain power to fuel our success in 2018. It was a pleasure to facilitate this group. It proved the old adage that "multiple brains are better than one."
Words to Live By......
If history were taught in the form of stories, it would never be forgotten."
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. Pat will be attending Radiodays Europe in Vienna 18-20 March. If you would like to set a meeting with her, send an email.
Pat Bryson has worked in the radio industry for over 25 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.