{"id":1835,"date":"2020-07-08T16:46:13","date_gmt":"2020-07-08T16:46:13","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=1835"},"modified":"2020-07-08T16:47:19","modified_gmt":"2020-07-08T16:47:19","slug":"selling-your-sellers","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/selling-your-sellers\/","title":{"rendered":"Selling Your Sellers"},"content":{"rendered":"<h4>No one ever said selling media, or specifically radio, was easy and if they did, they either have never done it or were lying!<\/h4>\n<h4><\/h4>\n<h4>Likewise, no one ever said being a sales manager was easy.\u00a0As a sales manager, the list of duties, tasks, and expectations is long. But, the number one job of a manager, the task that will determine your success, is the job of maintaining, growing, and building your team of sellers.<\/h4>\n<h4><\/h4>\n<h4>Media reps by nature are beaten up on the streets every day. They\u2019re being told and reminded regularly things like your rates are too high, I tried radio once and it didn\u2019t work, nobody listens to radio anymore, and of course more prevalent today than in the past, the economy is tough.<\/h4>\n<h4><\/h4>\n<h4>Over time, some media reps can and will begin to believe all the claims and excuses the advertisers make, and because repetition sells, they begin to lose confidence in radio and ultimately themselves!<\/h4>\n<h4><\/h4>\n<h4>As a manager, you had to sell them on a career in radio sales and that part of your job never ends as you must keep selling them on the merits of radio every day.\u00a0Here are a few things you can do to sell yourself and your sellers:<\/h4>\n<ul>\n<li>\n<h4>Actively search for and distribute positive news on the economy, business, and the strengths of radio.<\/h4>\n<\/li>\n<li>\n<h4>Use advertiser testimonials on-air, online, in sales meetings and presentations.<\/h4>\n<\/li>\n<li>\n<h4>Celebrate success! New clients, up-sells, saves, successful promotions!\u00a0Make sure the entire staff is aware of how and why radio worked.<\/h4>\n<\/li>\n<li>\n<h4>Provide tools and information that address the strengths and power of radio.<\/h4>\n<\/li>\n<li>\n<h4>Motivate \u2013 Motivate \u2013 Motivate.\u00a0The mind is a very powerful thing. Display motivational quotes around the office. Share and watch motivational videos. Encourage reading positive mental books.<\/h4>\n<\/li>\n<\/ul>\n<h4>Negatives should be handled behind closed doors and one-on-one. Positives need to be shouted from mountain tops and shared throughout the building!<\/h4>\n<h4>Done only once in a while, all of these things will have little impact.\u00a0Doing them on a regular basis, over-time can and will create the antidote needed to handle the constant objections and negative comments from clients and prospects.<\/h4>\n<h4><\/h4>\n<h4 style=\"text-align: center;\" align=\"center\"><em>\u201cHaving a positive attitude gives you power over your circumstances\u00a0<\/em><em>rather than\u00a0 your circumstances having power over you.\u201d<\/em><\/h4>\n<h4 align=\"center\"><\/h4>\n<h4>All of the training, education, systems, and tools in the world will never produce more than attitude, effort, and enthusiasm can generate.<\/h4>\n<h4><\/h4>\n<h4>Henry Ford said it best, <em>\u201cWhether you think you can or think you can\u2019t, you\u2019re right\u201d.<\/em><\/h4>\n<h4><\/h4>\n<h4>Many of the best media reps do this on their own. For the rest, it\u2019s up to managers to help create a culture where they\u2026 \u201cthink they can!\u201d<\/h4>\n<h4><\/h4>\n<h4>Create a culture where they \u201cthink they can\u201d and watch the magic happen!<\/h4>\n","protected":false},"excerpt":{"rendered":"<p>No one ever said selling media, or specifically radio, was easy and if they did, they either have never done it or were lying! Likewise, no one ever said being a sales manager was easy.\u00a0As a sales manager, the list of duties, tasks, and expectations is long. But, the number one job of a manager, [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[292,109,516,461,9],"class_list":["post-1835","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-attitude","tag-clients","tag-culture","tag-media-reps","tag-radio"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1835","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\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=1835"}],"version-history":[{"count":12,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1835\/revisions"}],"predecessor-version":[{"id":1847,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1835\/revisions\/1847"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=1835"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=1835"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=1835"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}