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Dean Kirkland

Phil Bernstein's Advertising, Marketing, and Sales Training BlogPhil Bernstein's Advertising, Marketing, and Sales Training Blog

http://philbernstein.wordpress.com/

Located in Portland

Last update: May 19th, 2016 at 08:35 am

ping: http://ignoregon.com/ping/1161

31 post clicks in the past 90 days

Tell Your Story, Find More Customers and Make More Sales

How good are you at presenting in front of a group? Are you sure?   During my days as an account executive, my radio station did a trade deal with a public speaking trainer. Our team spent a full day working on presentation skills. As part of the exercise, the trainer had each salesperson stand […]

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Seth Godin recently cleared up a years-old mystery for me. Greg, The Relentless Nibbler Greg was an advertising agency client when I sold radio. Two or three times a year, he would send me an RFP, I’d respond, and we’d work out a deal. He was a tough negotiator, but he was fair — until […]

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An Iowa waitress taught me the value of frequency. It was a Monday morning in a Cedar Rapids hotel. I was in town to work with a group of TV station salespeople. I went down to the hotel restaurant for breakfast. I don’t always eat properly on the road, but I can usually get in […]

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Little things mean a lot when you’re trying to persuade.   Not long ago I met with the administrator of a nursing home and rehabilitation center on the East Coast. The center had received some very bad publicity over the previous year after failing several state inspections. During our meeting, the administrator

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There was a time in the not-too-distant past when people didn’t give out their cell phone numbers. Those days are over: these days, email signatures and business cards only have cell numbers on them. I’ve encountered (and have written about in the past) account executives who don’t even check their landlin

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How do you sell ice to an Eskimo? The answer: you don’t. Early in my radio sales career, I met with a window dealer who was actually interested in talking to me about advertising. This was a rarity at the time. The conversation, as I recall, took place in November. I asked him when his […]

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Do you work in television advertising sales? We’re collecting “How I Got Started” stories at TV Sales Cafe, and would love to have yours. Remember the movie City Slickers? Billy Crystal plays an advertising salesman who goes to his son’s school for Career Day. He has to follow a construction who has

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When the spring sunlight shines on your account list, what do you see? If your list is cluttered with junk, it may be time to clean some of the bad stuff out. If you’ve been at this for more than a year, you’ve got some junk in your sales trunk. Clients who love to pick […]

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“I’m tired of getting put off — I’d rather they just say no.”   Jane has been selling broadcast for about a year, and is finding her sales efforts blocked by clients who either can’t or won’t commit. In her post on TV Sales Cafe, she writes I’ll meet with someone and they

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Not long ago, I learned that the President of a credit union couldn’t make a $12,000 decision. Prior to the first meeting the AE was convinced he had the right guy — he was the freakin’ President of the CU. But when I asked the Prez about the decision-making process at the initial needs analysis, […]

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I’m giving away three copies of Jim Doyle’s great new book Prime Time: Transforming Your TV Sales Staff Into A Sales FORCE.   If you’re a television sales manager, a DOS, or a General Manager — or if you’re an Account Executive who’s thinking about going into management — this

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How were you paid when you started out in sales? I began my radio sales career with a three-month guarantee. My manager extended it an extra month because he felt I was doing everything right. After that it was straight commission. There are lively discussions happening now at TV Sales Cafe and Radio Sales Cafe […]

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Plain talk makes sales. Fancy talk makes you sound lame. – Jeffrey Gitomer Do you use jargon in your sales presentations? Words that, while understood by your industry colleagues, mean nothing to your customers? Jargon can knock a sale off course without your even knowing it. I recently watched a salesperson present s

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Adults learn by doing, not by hearing how the trainer did it.  — Chris Lytle   A Quick Question for Salespeople and Sales Managers: What Have You Used?   Over the past year or so since I brought this blog back from hiatus, I’ve published a lot of advice. I’ve given you tips on Preparing […

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There’s an old joke about a man who beseeches God: “Please let me win the lottery”. Photo by Bacho Foto/dpc He goes through all his troubles — business failures, medical problems, the loss of his house and car. Again and again he begs for God’s help in winning the lottery. Finally, God speaks:

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The great thing about sales is that there are lessons every day. Sometimes they’re new ones, and sometimes they’re painful reminders of lessons we’ve forgotten. In the past six years as a consultant and sales trainer, I’ve met with about 1200 business owners and managers all over the United States. B

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What do you do when the prospect says, “Just drop by some time”?   A television salesperson in the Southeast told me not long ago that she had two big struggles: Getting potential customers to meet with her, and Time management As we talked, it became clear that these two issues were intertwined. I asked [&

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How often do you show up for meetings “a few minutes late”? Those “few minutes” are damaging your reputation and costing you money. – Photo by fotofabrika/dpc Last month in this space I listed three sales resolutions you could make to increase sales in 2016. Here’s one more: Be on time.

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I was meeting with the owner of an upscale ladies boutique in a southeastern state. Although the store sold all manner of women’s clothing, the largest revenue driver was shoes. Apparently, ladies love shoes. Who knew? The conversation had just …

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Recently a television Account Executive in Iowa brought me a copy of the local YellowBook – one of the two “major” phone directories in that part of the state. She showed me an ad that appears just inside the front … Co

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The #1 competitor you face today isn’t another company. It’s the customer’s decision to do nothing, to make no change at all…The value they perceive that you offer isn’t big enough to offset what they think it will cost to …

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Here’s a terrific example of a medical practice capitalizing on current events: A Green Bay Lasik doctor is offering free lasik surgery to the replacement referees who blew the “touchdown” call at the end of the Packers/Seahawks game. Dr. Christopher …

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If you have an email address, you have undoubtedly received several variations of the “Nigerian scam” over the years. This is a message purporting to be from someone representing a high official in that African nation. There is a big …

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Advertising on men’s room walls is not uncommon. But Michigan’s Office of Highway Safety Planning has moved their messaging just a little bit lower. According to the Detroit News, Michigan officials are distributing 400 Interactive Urinal Communicators — in layman’s …

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To start with, a disclosure — an interview with me appears in this documentary. The American news media world underwent some seismic changes between 2009 and 2011. These changes happened everywhere… big markets and small markets; big companies and small …

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One of the biggest threats to brick-and-mortar retailers in 2012 is “Showrooming”: consumers who walk into a store with a smartphone to look at merchandise and make use of the expertise of the staff… and then make their purchase online …

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A couple of years ago, author/public speaker/comedian Andy Nulman wrote a blog post discussing his challenges as he gets up in front of an audience: “The Internet has changed everything. It has contracted attention spans to an almost ridiculously-microscopic measure, and …

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I’m a member of a local Toastmasters group in my hometown of Portland, Oregon, and recommend Toastmasters to anyone who wants to get better at public speaking or presentation skills. Toastmasters International has, over the years, come up with a …

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Last week I was interviewed by marketing expert and copywriting pro Susan Rich on her internet radio show, Your Marketing Plan. We discussed the seven deadly advertising mistakes that businesses make, and how they can fix them. Topics ranged from …

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The short version: subscribe to the Phil Bernstein on Advertising Newsletter here, and I’ll send you a copy of my newly-revised-and-expanded report, The Seven Deadly Advertising Mistakes and How to Fix Them. The newsletter is free, it comes out by …

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