{"id":13516,"date":"2017-07-10T08:55:10","date_gmt":"2017-07-10T14:55:10","guid":{"rendered":"http:\/\/al-ba.com\/wp2\/?page_id=13516"},"modified":"2017-08-07T08:53:42","modified_gmt":"2017-08-07T14:53:42","slug":"chris-lytle","status":"publish","type":"page","link":"https:\/\/al-ba.com\/wp2\/chris-lytle\/","title":{"rendered":"Chris Lytle"},"content":{"rendered":"<p><img decoding=\"async\" loading=\"lazy\" class=\"alignright size-medium wp-image-13501\" src=\"http:\/\/al-ba.com\/wp2\/wp-content\/uploads\/2017\/07\/Chris_Lytle-267x300.png\" alt=\"Chris_Lytle\" width=\"267\" height=\"300\" srcset=\"https:\/\/al-ba.com\/wp2\/wp-content\/uploads\/2017\/07\/Chris_Lytle-267x300.png 267w, https:\/\/al-ba.com\/wp2\/wp-content\/uploads\/2017\/07\/Chris_Lytle-133x150.png 133w, https:\/\/al-ba.com\/wp2\/wp-content\/uploads\/2017\/07\/Chris_Lytle.png 544w\" sizes=\"(max-width: 267px) 100vw, 267px\" \/>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 \u201cmore usable information-per-minute\u201d than anyone else in the business.<\/p>\n<p>A small town boy from Newark OH, he lived in Madison WI for 30 years before finally moving to Chicago. That\u2019s because most flights from O\u2019Hare 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.<\/p>\n<p>Lytle is the author of the business bestsellers, <em>The Accidental Salesperson<\/em> and <em>The Accidental Sales Manager<\/em>. 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.<\/p>\n<p><strong>A special session for market managers and sales managers on Friday, August 18 at 1:45pm<\/strong><\/p>\n<p><strong>Leadership Lessons for Managers<\/strong><br \/>\nThe purpose of this fast paced, highly-detailed session is to arm you with powerful sales management ideas that drive revenues and foster salesperson retention.<\/p>\n<p>From the session outline:<\/p>\n<p>\u2022 How to gnaw your way out of \u201cThe Sales Management Trap\u201d<br \/>\n\u2022 The 7 Lessons you don\u2019t want to learn the hard way<br \/>\n\u2022 The 6 questions to ask a sales candidate<br \/>\n\u2022 Why coaching is the key sales management skill<br \/>\n\u2022 The \u201csecret\u201d of motivation that motivational speakers never talk about<\/p>\n<p><strong>Building Relationships Your Competitors Can\u2019t Steal<\/strong><\/p>\n<p><strong>Chris will cover these topics in the 10:15am session (Part I) on Saturday, Aug 19<\/strong><\/p>\n<ul>\n<li>The missing metrics: 3 key measurements that every salesperson needs to track<\/li>\n<li>How the selling mindset has evolved and what that means to you<\/li>\n<li>How to determine the strength of your current business relationships<\/li>\n<li>Using \u201cThe Chart\u201d as a roadmap to your next level of sales professionalism<\/li>\n<li>3 powerful new ways to think about closing sales<\/li>\n<li>Embracing the three secrets of sales success<\/li>\n<li>Using these zero pressure closes to secure sales and strengthen business relationships<\/li>\n<li>Avoiding these 10 buyer dislikes to immediately differentiate yourself<\/li>\n<li>Performing \u201cSales Pipeline Angioplasty\u201d to get stalled deals moving and dead deals out of your pipeline<\/li>\n<li>Using \u201cThe Magic Question\u201d to quickly determine who are the true prospects and who are the information seekers<\/li>\n<li>How to answer the buyer\u2019s five unasked questions early in the meeting and instantly differentiate yourself from the competition<\/li>\n<li>Earning the trust and respect that are the basis of solid relationships<\/li>\n<li>Becoming less vulnerable to being commoditized and having business stolen on price.<\/li>\n<\/ul>\n<p><strong>Chris will cover these topics in the 1:45pm session (Part II) on Saturday, Aug 19<\/strong><\/p>\n<ul>\n<li>Understanding the local advertiser\u2019s dilemma<\/li>\n<li>Your success strategy: Doing it differently than your competitors.<\/li>\n<li>How to \u201ctalk advertising\u201d instead of spewing rates, ratings and station information<\/li>\n<li>The critical importance of having and using repeatable sales process<\/li>\n<li>The BIG QUESTION to ask yourself before every meeting or presentation<\/li>\n<li>The Ice Storm Sale\u2014Understanding the 5 elements of a wildly successful ad<\/li>\n<li>Everybody has an opinion about advertising: Why you need a formula<\/li>\n<li>Help your advertisers avoid the 3 biggest local advertising mistakes<\/li>\n<li>The Advertising Masters: 7 people who made a powerful contribution to advertising and why\u00a0they are important to you today.<\/li>\n<li>Two quick needs analysis tools that help you find and solve real problems<\/li>\n<li>What to put on the first page of any written presentation and what to leave off<\/li>\n<\/ul>\n<p><span style=\"text-decoration: underline; color: #0000ff;\"><strong><a style=\"color: #0000ff; text-decoration: underline;\" href=\"http:\/\/al-ba.com\/wp2\/aba-annual-conference\/\">&lt; BACK TO AGENDA<\/a><\/strong><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>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 \u201cmore usable information-per-minute\u201d than anyone else in the business. A small town boy from Newark OH, he lived in Madison WI &hellip; <a href=\"https:\/\/al-ba.com\/wp2\/chris-lytle\/\" class=\"more-link\">Continue reading <span class=\"screen-reader-text\">Chris Lytle<\/span> <span class=\"meta-nav\">&rarr;<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"ngg_post_thumbnail":0},"_links":{"self":[{"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/pages\/13516"}],"collection":[{"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/comments?post=13516"}],"version-history":[{"count":6,"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/pages\/13516\/revisions"}],"predecessor-version":[{"id":14006,"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/pages\/13516\/revisions\/14006"}],"wp:attachment":[{"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/media?parent=13516"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}