Television Consulting

Television Sales Consulting

Television Sales Consulting

TRA Sales Consulting, a division of The Rogers Agency, brings a unique perspective to sales training and sales development for broadcast companies.  With nearly 30 years of sales management, advertising agency and national sales consulting, David Rogers is able to provide essential insights from all of the major vantage points of decision making; thereby providing account executives with the understanding and the selling skills necessary to maximize performance.

Much like a personal trainer emphasizes and works on areas that need improvement, TRA’s sales development services supports the account executives based on their level of experience and skill sets.  We can accelerate the learning curve for new account executives while maximizing results for the more experienced account executives.

“In 2012 alone, David has helped me develop over $150,000 in new business for our two stations and two websites.  David is an extraordinary resource for developing and retaining new business”. – Kathy Yevak, Account Executive WAVY TV & Fox 43 in Portsmouth, VA

Services range from sales team training sessions, one-on-one sales calls with your Account Executives, Business Builder seminars for groups, access to our creative library and customized copy writing services.  In addition, with our digital partners and our digital sales experiences we can assist with the development of online programs that are integrated into other traditional media campaigns.

We can help you uncover the best categories and prospectsqualify prospects more intelligently, develop strategies to access the decision makers, understand the best solutions and subsequently the best closing techniquesconvert other media dollars to your station, write effective creative messages and execute schedules that maximize results for both the client and the station.

Let us show you how to maximize the tools and resources you have on-hand to provide your customers with the best Return on Investment (ROI) in advertising and provide your station with the best ROI in sales development.

Television Station New Business Development

Television Station New Business Development

“Local” new business is at the top of every sales manager’s list of needs when it comes to selling broadcast airtime and digital platforms.  If you need help with your television advertising sales team, TRA Sales Consulting may be the missing piece of your puzzle.

TRA offers one-on-one consultative selling, group presentations, and multi-platform (TV, Web and Mobile) selling.  Let us show you how to maximize the tools that you have on-hand to provide your customers with the best ROI in advertising… and a guaranteed ROI of 10:1 for your station. Your customers will see the highest returns, and your sales staff will learn the most effective way to sell your products and services.

Our services include:

  • ROI station guarantee 10:1
  • Developing new business… faster…
  • Accelerating the closing ability of your sales team
  • Providing on-target sales training in the most cost efficient ways
  • Increasing your share of business substantially more than the market growth… consistently
  • Converting other media dollars to your station and digital platforms
  • Delivering higher returns for your clients
  • Helping your Advertisers experience more sales, more profitability, lower advertising costs
  • Giving your sales team the competitive edge in your market by working exclusively with your station

TRA Sales Consulting guarantees our services are 100% exclusive to your station in your market.  And we also guarantee to deliver a 10:1 ROI on your investment with our Consulting & Sales Team Training Services.

Rates are based on market size in order to best provide the ROI that fits your company’s needs.  Please contact us for your market’s rate and remember that our services are always exclusive to your station in your market, and there is always a 10:1 ROI Guarantee with all of our clients! Discounts are available based on number of days, multiple years, and multiple stations/markets.

TV Sales Team Training

Television Sales Team Training

With nearly 30 years of experience in broadcast television, national sales consulting and advertising, David Rogers and TRA Sales Consulting have what you need to maximize new business sales results.  We can help you uncover the best categories and prospects, qualify more intelligently, understand the best closing techniques, and write effective creative messages.

We cover these major categories and more:

Automotive, Appliances, Attorneys, Business to Business, Carpeting, Casual Dining/Fast Food, Credit Unions/Banks, Education, Exercise & Fitness, Healthcare, Home Builders, Home Contractors, Internet, Jewelry, Kitchen & Bath, Plastic Surgeons, Pool, Professional Services, Real Estate, Recruitment, RVs, Security, Senior Care, Supermarkets, and Vendor.

Training can include some or all of the following media:

  • Newspaper, Yellow Pages, Cable TV & Radio Conversion
  • Multi-Platform Media Sales
  • TV Advertising Sales Training

Workshops are available to all television stations and broadcast companies on an “as needed” basis in selected cities.  Please contact us today so that we may customize a plan that fits your needs.

In the meantime, here are a few books that I have found to be extremely valuable in my sales career… and I hope that you will too.

The 7 Habits of Highly Effective People
Author:  Stephen R. Covey

The Ultimate Sales Machine
Author:  Chet Holmes

Selling the Invisible
Author:  Harry Beckwith

The Tipping Point
Author:  Malcolm Gladwell

Raving Fans
Author:  Ken Blanchard

Outliers
Author:  Malcolm Gladwell

The Greatest Salesman in the World
Author:  Og Mandino

Execution
Author:  Larry Bossidy & Ram Charan

Hardball
Author:  George Stalk & Rob Lachenauer