Tag Archives: Salesperson

How Valuable Are You?

Have you ever walked into a client or prospect’s business and when they see you, they dash out the nearest door? Or when you ask to see a client, the person at the front desk returns with, “they’re busy right now”?

Granted, sometimes it’s legit and they really are busy. However, more often than not, it’s an excuse! I have always suggested that when we walk into a business and the owner looks up and sees us, they make an immediate conscious decision. It’s either, “GREAT, there’s Rick and he brings value to my business, I love talking to Rick”, or “There’s Rick and I don’t have time to waste today. I know he’s going to try to sell me something!”

Are you bringing value to your clients, and what constitutes value? It may be articles about their business category, how to keep employees satisfied, or healthcare regulations. Anything that pertains to the many hats they wear as an owner/manager. You can find information on any topic, just Google it. But, be careful not to deliver information about your product (radio) or your stations too often. And no, cookies DO NOT qualify!

How you deliver the value is equally as important. Always emailing or dropping it off, in the same manner, will lose its flair. If you know they are not in the office/business, drop it off and leave a short note, “Joe, I ran across this article and thought you might find it interesting”. Even using “snail mail” is a good option. Be CREATIVE!

I challenge you to be honest with yourself. Do you bring VALUE to your clients and prospects, or do they see you as just a “salesperson”? How much VALUE you bring to your clients will be in direct proportion to how willing they are to see you, and more importantly, how much they will invest with you!

Starting today, make sure you’re always increasing your VALUE!

Our SoundADvice E-Marketing system is the best way to bring value to your clients and prospects each week. It helps brand your reps and stations as the “Advertising Experts” in your market. If you would like to learn how to take advantage of SoundADvice, click here to see a few testimonials and let’s talk! SoundADvice is market exclusive, so be the first in your market to call.

Becoming a Great Coach

Major League Baseball’s Washington Nationals, managed by ‘Mat the Bat’ Williams, will finish well behind the New York Mets, and miss the post season altogether.
          Mat the Bat had nearly 1,000 major league home runs during his career, but will now probably lose his first management job in baseball. Apparently, being a good player doesn’t necessarily prepare one to be a good manager.
          The same is true in sales. The salesperson who consistently ‘knocks the ball out of the park’, might not be a great sales manager. The skill sets for management are decidedly different from the skill sets for sales people.
          Having been a great sales person certainly makes it easier to capture the respect of your sales team, easier for you to help close sales with your team, and to recognize a great sales person when you see one.
          But managing, coaching, and motivating your team are skill sets you must learn and practice in addition to being a great seller.
          There are lots of great books and courses on management, leadership and coaching, and you owe it to yourself, your company, and your team, to learn the required skills as you transition from a great sales person to a world-class manager.
          Our ENS Media consulting program also includes a great two-step managing and coaching model to help you be a better leader.
Click here to contact Wayne to find out about our 2 Step Managing and Coaching Program

 

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