Sometimes you need to fall on your sword | radioinfo

Sometimes you need to fall on your sword

Sometimes our clients become "former clients". Sometimes prospects appear to be moving forward towards becoming new clients when they become "stuck".  They just seem to wither away. Sometimes one of our clients becomes angry with us.  Perhaps we made an error, perhaps they just think we did.
 
Whatever the case, there are times when we need the ability to correct these problems.  It can be very useful to use a system we call "falling on the sword."
 
When your client is upset with you.....
 

  • "I take full responsibility"
  • It's all my fault
  • I'm sure I've done something to offend you."
  • "I apologize. You're upset with me."

 
What about those clients who just seem to wither away?
 

  • "I'm a bit confused. My understanding was that I was going to hear from you today.  My fault, I must have written down the wrong date."

You might find this effective for those clients who are "stuck".

  • "You say you're considering my proposal.  I'm surprised to hear you say that."

 
In any sales situation, the only person you can control is yourself.  By using these thoughts, you can get the momentum moving again.  You're on your way to a sale! 

About The Author 

Pat Bryson is the founder of Bryson Broadcasting International, a consulting firm that works with radio stations around the world to increase revenue by raising the skill level of their sales staffs. Her client list spans from the United States to Canada, Europe and Central Asia.

Pat has spent her entire career creating a culture of over-achievement for her stations. She began her career in radio sales, becoming one of the highest billing sales people in her market. Her career advanced to General Sales Manager, and then to Market Manager. Since starting BBI 7 years ago, she has helped hundreds of radio stations to find, train and grow great quality sales people and managers.

Pat was the recipient of two prestigious educational fellowships from the Educational Foundation of the National Association of Broadcasters: a fellowship to the Executive Development Program and a fellowship to the Broadcast Leadership Training Program.

She publishes the Bryson Broadcasting International Newsletter twice monthly and is a contributor to Valerie Geller's latest book, Beyond Powerful Radio: A Communicator's Guide To The Internet Age.

You may contact Pat at Pat@patbryson.com or visit her website at http://www.patbryson.com.

"I'm Sorry" photo: shutterstock

 

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