MOST REQUESTED SEMINARS
RADIO/TV
You need to generate more revenue at your stations…
Let Irwin Pollack show you and your staff how!
If you’re like some broadcast groups, it’s easier for you to plan your training agenda by choosing from a pre-arranged list of our most-requested seminars. Others choose to create their own in-station custom program for sales or management training.
SALES SEMINARS
How to Manage Your Account List (Like It’s Your Own Business). The best salespeople create a system whereas they consider their desk their own business! Learn how to call on the right people, with the proper frequency…you’ll learn exactly how much to ask for, maximize every minute of your selling day and act like a businessperson, not just a broadcast person! This session shows you how. 45 minutes
How to be a Wiz at Prospecting and Cold-Calls. The sales profession includes several steps, but it all starts with the first step – finding prospects and walking in the door. This 90-minute presentation gets sellers to open their eyes, not be afraid of potential rejection, and consider these 43 places to look for
prospects. 90 minutes
New Ways to Blow-Off Objections. If dealing with advertiser objections
are a challenge for you or your staff, this seminar is jam-packed with ideas for winning back the control from the advertiser. The session includes the deep-rooted reasons why advertisers object, the importance of presenting your station as unique (and not as a commodity), plus some of the best comeback lines in the business! 90 minutes
A Year's Worth of Great Sales Ideas. Over 75 great money-making sales ideas for grocery stores, car dealers, furniture stores, night clubs, gas stations, AND cost-per-point crunchers. During this 3 hour session, Irwin focuses on sales promotional
ideas (none need liners, promos, on-air clutter) that will add BIG dollars in billing. 3 hours
How to Make Your Station a “Must-Buy.” From new one-sheets to unique positioning statements, this 4.6-rated (5 point scale) session gives salespeople ideas they can sink their teeth into, along with more of the training they need to get you the billing increases you deserve. 45 minutes
Time Management Magic. Find clear, fast answers to all your big time management frustrations and questions in Irwin’s “time efficiency”session. Irwin starts with participants figuring how much their time is worth per hour, and shows
them that the key is maximizing their output! The real guts of the session is on time-saving ideas in our sales industry. 90 minutes
100 Pieces of Advice for New Salespeople. It's the highest-rated session we've ever done – how to plan your day, manage your accounts, qualify better, build a 13-week
billing base, show advertisers a return on their investment, and do a better job of managing that "emotional roller coaster" of the first year. 3 hours
How to Sell Your Station as an Investment, Not As an Expense. This session shows sellers, by example, the steps they need to go through to explain to their prospects the return on investment concept, plus super-shrewd ways to increase their return. Rated Top-3 of Irwin's seminars. 1 hour
Negotiating When Your Station Isn’t “Number One.” If you’re not Number One in the book – or don’t even subscribe to it – this session is for you. What's covered includes 101 steps that can help sellers bargain like a pro, how to assess client needs, prepare in-depth presentations, and develop promotions that get results – all without giving away precious inventory. 3 hours
“Smiling and Dialing” for Appointments – How to Develop a
Magic Phone Formula. Fifteen seconds is about all you have to capture the attention of a busy decision-maker. Can your sales team make the cut? This session will show them how to create the formula that will. 90 minutes
The 30 Habits of Radio and TV’s Best Salespeople. At every station, there is
an elite group of salespeople whose performance towers above everybody else's. They sell the same product, but their income is dramatically higher. How do they do it? This session shows how; step-by-step. 1 hour
The Anatomy of a Winning Sales Presentation: When the VP of “No” reviews your staff’s written proposals (and they will), are you sure they will fully understand? If not, they need to attend this two-hour seminar. Sellers develop strategies, tactics, and stories that help decision-makers understand complex ideas – fast! 2 hours
How to (Really) Be a Problem Solver, Not a Product Peddler. Presenting this seminar by means of the “Socratic” method, Irwin passes out a real-life 6-page letter he received from a business owner and challenges sellers to “spot” as many sales “opportunities” as they can find. This is truly a session that drives home the consultative selling approach! 90 minutes
MANAGEMENT SEMINARS
GSM Graduate School. This is quickly becoming the broadcast industry’s premier how-to-do-it sales management course covering the A-to-Z’s of leadership. Recruiting, interviewing, and hiring strategies. Cutting-edge accountability and tracking systems. The latest in account list management. How to develop and maximize individual potential. Specific ways to market your station to non- advertisers. Plus, better ways to train, the latest incentive and compensation systems, how to generate a 13th month of revenue each year (as insurance), and more. Note: Each participant walks away with a 250-page workbook. 4 Hours
The Traits of Broadcasting’s Best Sales Managers. Irwin Pollack travels over 250,000 miles a year – observing, instructing, and working hand-in-hand with some of America’s best broadcasters. And, in every bunch of managers, there’s always one that stands out among the group. What makes them different? Irwin knows those 30 distinguishing traits
and reveals them (for the first time) in this fast-paced session. 90 Minutes
Accountability 101: How to Get People to Do What They’re Supposed to Do. Managing employees (and holding them accountable) is no longer a luxury if you can find the time. Rated one of Irwin’s best, this session is co-billed, “You Can’t
Manage What You Don’t Measure.” It’s 33 of the best ways for tracking sales activities, account list management, and inventory. 2 hours
If You’re DEAD SERIOUS About
Improving Skills and Increasing Revenues at Your Stations…
You’ve Come to the Right Place!
All you need to know is how you like to learn.
- If you’d like to learn more about Irwin Pollack’s customized in-station sales or management training program, click here.
- If you prefer listening to audio programs, reading, or watching videos click here.
- If you’re ready to invest in yourself, then learn more about the very powerful and personalized, one-on-one coaching opportunity with Irwin Pollack. click here.
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