{"id":114,"date":"2011-03-09T17:06:51","date_gmt":"2011-03-09T17:06:51","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2011\/3\/9\/120651.html"},"modified":"2011-03-09T17:06:51","modified_gmt":"2011-03-09T17:06:51","slug":"cross-examination-or-celebration","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/","title":{"rendered":"Cross Examination or Celebration?"},"content":{"rendered":"

Cross-Examination or Celebration?<\/span><\/b><\/p>\n

Walking past a sales manager’s office last week, I overheard this conversation;<\/p>\n

Sales rep with enthusiasm, “I’ve got some orders here for you to sign.”<\/i>
\nManager nonchalantly, “I’m busy right now. Just leave them on my desk and I’ll sign them later.”<\/i>
\nSales rep, under her breath in the hall, “I wanted the satisfaction of seeing you sign them.”
\n<\/i>
\nFoot note: the rep pretended to be joking, but you know where there is smoke, there is fire.
\nThis really happened!<\/p>\n

Every order needs to be a celebration….that’s what all of the training, prospecting, spec spots, presentations and rejections we encounter are all about. To see the outcome of our efforts become anti-climactic is unacceptable.<\/p>\n

What does it feel like to your sales people when they bring an order into your office? Is it a cross-examination or a celebration?<\/p>\n

Is your first reaction, “Couldn’t you get a better rate?”<\/i> or, “Why didn’t you sell all of our stations?”
\n<\/i>or is it, “WOW! Congratulations, I know you worked hard on this one”?<\/i><\/p>\n

Sales people face grinding on the streets every day.  You should not compound that discomfort.  That’s not to say you can’t take the opportunity to coach them on how to get better and bigger orders, but the celebration should ALWAYS come first.<\/span><\/div>\n

&tt;div style=”margin: 0in 0in 0pt”>The next time, and every time, a rep comes in with an order, smile, stand up, shake their hand and congratulate them!<\/span><\/div>\n","protected":false},"excerpt":{"rendered":"

Cross-Examination or Celebration? Walking past a sales manager’s office last week, I overheard this conversation; Sales rep with enthusiasm, “I’ve got some orders here for you to sign.” Manager nonchalantly, “I’m busy right now. Just leave them on my desk and I’ll sign them later.” Sales rep, under her breath in the hall, “I wanted […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-114","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"\nCross Examination or Celebration? - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Cross Examination or Celebration? - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"Cross-Examination or Celebration? Walking past a sales manager’s office last week, I overheard this conversation; Sales rep with enthusiasm, “I’ve got some orders here for you to sign.” Manager nonchalantly, “I’m busy right now. Just leave them on my desk and I’ll sign them later.” Sales rep, under her breath in the hall, “I wanted […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/\" \/>\n<meta property=\"og:site_name\" content=\"ENS on Sales\" \/>\n<meta property=\"article:published_time\" content=\"2011-03-09T17:06:51+00:00\" \/>\n<meta name=\"author\" content=\"admin\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"admin\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/cross-examination-or-celebration\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/cross-examination-or-celebration\\\/\"},\"author\":{\"name\":\"admin\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/person\\\/13654b9cc752230917df2baf50088008\"},\"headline\":\"Cross Examination or Celebration?\",\"datePublished\":\"2011-03-09T17:06:51+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/cross-examination-or-celebration\\\/\"},\"wordCount\":282,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/cross-examination-or-celebration\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/cross-examination-or-celebration\\\/\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/cross-examination-or-celebration\\\/\",\"name\":\"Cross Examination or Celebration? - ENS on Sales\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#website\"},\"datePublished\":\"2011-03-09T17:06:51+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/cross-examination-or-celebration\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/cross-examination-or-celebration\\\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/cross-examination-or-celebration\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Cross Examination or Celebration?\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#website\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\",\"name\":\"ENS on Sales\",\"description\":\"All About Radio Sales\",\"publisher\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\",\"name\":\"ENS on Sales\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/wp-content\\\/uploads\\\/2026\\\/08\\\/Ens-Media-logo-square.png\",\"contentUrl\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/wp-content\\\/uploads\\\/2026\\\/08\\\/Ens-Media-logo-square.png\",\"width\":1000,\"height\":1000,\"caption\":\"ENS on Sales\"},\"image\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/logo\\\/image\\\/\"}},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/person\\\/13654b9cc752230917df2baf50088008\",\"name\":\"admin\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g\",\"caption\":\"admin\"},\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/author\\\/admin\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Cross Examination or Celebration? - ENS on Sales","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/","og_locale":"en_US","og_type":"article","og_title":"Cross Examination or Celebration? - ENS on Sales","og_description":"Cross-Examination or Celebration? Walking past a sales manager’s office last week, I overheard this conversation; Sales rep with enthusiasm, “I’ve got some orders here for you to sign.” Manager nonchalantly, “I’m busy right now. Just leave them on my desk and I’ll sign them later.” Sales rep, under her breath in the hall, “I wanted […]","og_url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/","og_site_name":"ENS on Sales","article_published_time":"2011-03-09T17:06:51+00:00","author":"admin","twitter_card":"summary_large_image","twitter_misc":{"Written by":"admin","Est. reading time":"1 minute"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/#article","isPartOf":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/"},"author":{"name":"admin","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/person\/13654b9cc752230917df2baf50088008"},"headline":"Cross Examination or Celebration?","datePublished":"2011-03-09T17:06:51+00:00","mainEntityOfPage":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/"},"wordCount":282,"commentCount":0,"publisher":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization"},"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/","name":"Cross Examination or Celebration? - ENS on Sales","isPartOf":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#website"},"datePublished":"2011-03-09T17:06:51+00:00","breadcrumb":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/cross-examination-or-celebration\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.ensmediausa.com\/ens-on-sales\/"},{"@type":"ListItem","position":2,"name":"Cross Examination or Celebration?"}]},{"@type":"WebSite","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#website","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/","name":"ENS on Sales","description":"All About Radio Sales","publisher":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization","name":"ENS on Sales","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/logo\/image\/","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-content\/uploads\/2026\/08\/Ens-Media-logo-square.png","contentUrl":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-content\/uploads\/2026\/08\/Ens-Media-logo-square.png","width":1000,"height":1000,"caption":"ENS on Sales"},"image":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/person\/13654b9cc752230917df2baf50088008","name":"admin","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g","caption":"admin"},"url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/author\/admin\/"}]}},"jetpack_publicize_connections":[],"jetpack_shortlink":"https:\/\/wp.me\/peKYOs-1Q","jetpack_sharing_enabled":true,"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/114","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=114"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/114\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=114"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=114"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=114"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}