Selling Radio with Pat Bryson.
The following pearls of wisdom come from the newsletter that one of my clients sends each week. I wanted to pass them along to you.
I hope that none of them apply!
The 15 biggest mistakes unsuccessful salespeople may be making:
1. They talk too much
2. They give information before they get information
3. They fail to observe and integrate early prospect signals
4. They fail to effectively manage rejection and failure
5. They sell when they should prospect and prospect when they should sell
6. They don’t listen and take notes while the prospect is talking
7. They don’t effectively read buyer signals and act accordingly
8. They inject their own values of buying prejudices into the sales process
9. They sell features and price rather than value and customer benefits
10. They don’t keep good records or evaluate their wins and losses
11. They don’t work as hard to keep the business as they did to get it
12. They don’t ask for the business
13. They focus on making the sale rather than selling the relationship
14. They don’t invest enough time and money in their self development
15. They confuse the importance of knowing with that of caring
Read more Selling Radio with Pat Bryson here.
Female customer service photo: shutterstock Business cartoon: shutterstock
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 [email protected] or visit her website at http://www.patbryson.com.
This article was republished with permission from Pat Bryson’s Newsletter