Chris Lytle has conducted more than 2200 seminars throughout the English-speaking world. A gifted speaker and teacher, Lytle inspired and educated countless radio advertising sales professionals for 44 years. He is famous for providing “more usable information-per-minute” than anyone else in the business.
A small town boy from Newark OH, he lived in Madison WI for 30 years before finally moving to Chicago. That’s because most flights from O’Hare are direct flights. He now takes the money he saves from not playing golf and spends it on dining out and going to the theater.
Lytle is the author of the business bestsellers, The Accidental Salesperson and The Accidental Sales Manager. His company, Instant Sales Training, continues to deliver his sales training in easily digestible knowledge bites. This automatic sales improvement process revolutionizes the way sales managers develop the people who develop their profits.
A special session for market managers and sales managers on Friday, August 18 at 1:45pm
Leadership Lessons for Managers
The purpose of this fast paced, highly-detailed session is to arm you with powerful sales management ideas that drive revenues and foster salesperson retention.
From the session outline:
• How to gnaw your way out of “The Sales Management Trap”
• The 7 Lessons you don’t want to learn the hard way
• The 6 questions to ask a sales candidate
• Why coaching is the key sales management skill
• The “secret” of motivation that motivational speakers never talk about
Building Relationships Your Competitors Can’t Steal
Chris will cover these topics in the 10:15am session (Part I) on Saturday, Aug 19
- The missing metrics: 3 key measurements that every salesperson needs to track
- How the selling mindset has evolved and what that means to you
- How to determine the strength of your current business relationships
- Using “The Chart” as a roadmap to your next level of sales professionalism
- 3 powerful new ways to think about closing sales
- Embracing the three secrets of sales success
- Using these zero pressure closes to secure sales and strengthen business relationships
- Avoiding these 10 buyer dislikes to immediately differentiate yourself
- Performing “Sales Pipeline Angioplasty” to get stalled deals moving and dead deals out of your pipeline
- Using “The Magic Question” to quickly determine who are the true prospects and who are the information seekers
- How to answer the buyer’s five unasked questions early in the meeting and instantly differentiate yourself from the competition
- Earning the trust and respect that are the basis of solid relationships
- Becoming less vulnerable to being commoditized and having business stolen on price.
Chris will cover these topics in the 1:45pm session (Part II) on Saturday, Aug 19
- Understanding the local advertiser’s dilemma
- Your success strategy: Doing it differently than your competitors.
- How to “talk advertising” instead of spewing rates, ratings and station information
- The critical importance of having and using repeatable sales process
- The BIG QUESTION to ask yourself before every meeting or presentation
- The Ice Storm Sale—Understanding the 5 elements of a wildly successful ad
- Everybody has an opinion about advertising: Why you need a formula
- Help your advertisers avoid the 3 biggest local advertising mistakes
- The Advertising Masters: 7 people who made a powerful contribution to advertising and why they are important to you today.
- Two quick needs analysis tools that help you find and solve real problems
- What to put on the first page of any written presentation and what to leave off
