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The Telios Group
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What Fans Spend on Concessions

June 11th 2009

Q. I am trying to get an average per person spent at concessions for sporting events; any suggestions?

A. Below is a link to an article written about the Cowboys new stadium that provides concessions figures for sporting events. I’ve also provided a link to a PowerPoint presentation – Economics of New Stadiums – from 2003 that contains concessions figures.

Cowboys hope Legends serves them well at new stadium

Economics of New Stadiums

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NEW from The Telios Group, the “Create a Sellout” eBook Toolkit

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Important Skills for Sales Executives

December 17th 2007

Q. What sales skill would you recommend a young sales exec work on the most to develop into a great sales exec?
 

A. There are many skills a sales exec can learn, but the Nos. 1 and 2 skills I’d recommend to those who have the desire to be successful in sales would be 1) Practice becoming a great listener, and 2) Learn to ask great open-ended questions.
 
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Ron Goch, The Telios Group
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Three Tips to Improve Sales

November 12th 2007

Q. If you could provide three tips for a sales person to improve, what three things would you recommend?
 

A. There are so many tips and strategies that come to mind, but if I had to pick three strategies to improve sales today, I’d recommend: 1) Commit your sales goals to paper and read your goals each morning before you start your day; 2) Role play a sales call or a sales meeting each day with another sales exec, and following each role play, ask for feedback from your peers on how you can improve your sales technique; and 3) Be a life-long learner by reading sales books, listening to sales CDs, and practice asking open-ended questions daily.
 
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Ron Goch, The Telios Group
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Where To Start Prospecting

June 19th 2007

Q. Where is the best place for new sales people to prospect for leads? It seems like all the great leads are already taken by others sales people.
 
A. I always recommend starting internally before going external. Many sales execs do the exact opposite; go external and don’t even think about the uncovered internal leads. (more…)

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Master the Sales Basics

April 30th 2007

Q. As a sales coach, what would you share with a sales executive who is just getting started in the profession and who would like to be great?
 
A. Master the basics. First, develop and practice asking the right questions. Second, be a great listener. Third, follow up promptly.
 
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Ron Goch, The Telios Group
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Biggest Mistake Young Sales People Make

April 23rd 2007

Q. What do you believe the biggest mistake is that young sales people make versus the seasoned successful sales executives?   

A. In my experiences with young sales execs, they commonly make the mistake of starting their pitch by telling the prospect about their sports, what they have to sell, and the price. (more…)

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Keeping Score of Sales

March 8th 2007

Q. Do you believe sales departments should display sales scoreboards in offices so their visible for everyone to see?
 

A. I love sales scoreboards.  I once heard someone say, “You get what you inspect, not what you expect.” (more…)

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Selling Workshop & Networking Seminar

February 5th 2007

Q. I’m looking to invest in a workshop on sales that can assist me with my sales skills as well as help me build my network. Is there one workshop, seminar or event you would recommend?

A. I’ve heard great things about Selling Power’s Sales Leadership Conference, which will be held in Seattle in March. You can check out the details here.

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Ron Goch, The Telios Group
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Gift Cards and Certificates

December 11th 2006

Q. Do you recommend teams promote and sell gift cards or certificates for tickets and merchandise?

A. Yes. Ticket and merchandise gift cards and certificates are great opportunities for fans, season tickets holders and sports teams.

The Tennessee Vols are one of many colleges and professional sports teams that offer gift cards to fans and season ticket holders. Be sure to prominently feature the gift card offer and a link to purchase directly from your site.

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Ron Goch, The Telios Group
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Close More Sales

November 9th 2006

Q. I’ve been working hard, setting appointments, meeting with prospects and unfortunately not closing sales. What do you recommend to close more sales?

A. You may want to evaluate how you’re qualifying your prospects and whether or not they’re solid prospects.

A few questions to ask: 1) Have you identified prospects that could be ideal customers? 2) Are you meeting with decision makers?

Ensure you’re meeting with ideal prospects. Those who have a need for your products and/or services, and those who can make the decision to buy from you.

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Ron Goch, The Telios Group
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Become Better in Sales

August 11th 2006

Q. What can a first-year salesperson do to become a better sales person?

A. There are many ways to improve in sales, but a few important techniques to improve your sales are to ask good questions and become a great listener.

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Ron Goch, The Telios Group 

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Time for a Change

August 8th 2006

Q. What do you recommend if I enjoy selling, but I just don’t feel I’m in the right situation, the right place, or the right organization?

A. It sounds like you need to make a change.

Read this short story from Byron White: “Recently, I heard the top salesperson of an organization make the statement, ‘I can’t endorse this product any longer.’ A visiting consultant replied, ‘Then it’s time for you to go find a product or service you can endorse.’ Within one week, the Number 1 salesperson for that organization left the company. Was that the right choice? Yes. When you don’t believe in your product or service, you’re being dishonest with your prospects and customers when you present the benefits and value of what you sell to them. Talk about internal turmoil! If you don’t believe in your product or service, and don’t have faith that it will accomplish what you say it will – then ‘It’s time for you to go.’”

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Ron Goch, The Telios Group 

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Can Selling Be Learned?

August 7th 2006

Q. Some say people are either born to be in sales or they’re not. What do you think? Can selling be learned?

A. Yes, selling can be learned. As Steve Bostic once said, “There’s no magic to it, and you don’t need a lot of natural talent. What you need is a disciplined, organized approach to selling. If you have that, you’ll outperform the great salesman who doesn’t understand the process every time. Selling can definitely be learned.”

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Ron Goch, The Telios Group 

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