TAB rolls out three new sales training events

posted on 10.09.2017

 - Budgeting Webinar, Managing Accounts Post-Harvey

Building budgets for sales teams is front and center at TAB’s Oct. 11 members-only webinar on “No More Jumping Chihuahuas” with Mark Levy, who also is slated to present two in-person, six-hour programs in Houston and Corpus Christi in early November for all stations wrangling with accounts still dealing with the effects of Hurricane Harvey.

A 30-year broadcast sales pro, Levy is President of Revenue Development Resources and one of TAB’s most popular advertising experts at the annual TAB Show.

“No More Jumping Chihuahuas: Budgeting” webinar on Oct. 11 from Noon to 1 p.m. CDT covers the following points and Levy notes that teams will get the most value from it if managers attend WITH sellers!

• Why you may not need as many new clients as you think
• Why you may need more new clients than you think
• The narrative that should accompany every budget proposal
• “Clients, Orders and Spots, Oh My!”
• History and Math – You may have hated them in high school, but they can save your behind!
• 80/20, 10/10, 10/70
• “Yes, you may need to get some tools on your own if you want to see growth…”
• “Where the heck is…”

BUDGETING WEBINAR – MEMBERS ONLY REGISTER NOW

Selling Post-Harvey – Texans Helping Texans
TAB also is presenting Levy in person for a six-hour program in Corpus Christi on Nov. 6 and again in Houston on Nov. 7 for stations facing the unique challenges in renewing or recruiting accounts post-disasters like Hurricane Harvey. These events, with a working lunch, are FREE to Texas Radio and Television stations in the areas directly affected by the storm, but space is limited in each location.

Topics include:
REASONS TO ADVERTISE NOW
Many of our clients are going to be hesitant to advertise until they get entirely back on their feet. We’ll work together to come up with a number of reasons that your clients and prospects should advertise…NOW!

GETTING APPOINTMENTS: May I Ask What This Is Regarding?
Maximum security prison guards don’t have much on good assistants. We’ll share ways to help you get around them so you can get in front of your prospects...and we’ll work on communicating better too!

CLIENT NEEDS ANALYSIS: How Thinking That We Know What We Know Isn’t Good Enough
Ever been surprised by how much money a client has to invest? Quite often, what we think we know gets in the way of a really useful client needs’ analysis. We’ll unearth key tactics of a great CNA, including “the one last shovel.”

WRITING PROPOSALS AND MAKING PRESENTATIONS
Many of us entered sales thinking we wouldn’t have to write much, or write well. But if you want big money, nothing could be further from the truth. In this class, we'll explore the elements of great proposals that make closing easier…then we’ll take a look at what we can do to get your client involved to improve your chances of closing the business.

HANDLING OBJECTIONS AND CLOSING: Yes???? NOT!
No doubt that prospects and clients will be even more skittish than normal, so we’ll focus on strategies and tactics to close the deal without being “gimmicky.”

REGISTER NOW FOR CORPUS OR HOUSTON.

Questions? Contact TAB’s Oscar Rodriguez or call (512) 322-9944.

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