RELENTLESS RADIO

 

Author:	Ken Scott
Published:	October, 2000

 

Who holds the title of the greatest sales person in the world? According to Guinness it's Joe Girard. Joe's book bears that title. I recently heard Dr. Tony Campolo speak. He shared with the audience a story about titles and testimonies. The essence: titles are great; testimonies are eternal. Now do you want a title or testimonies? Choose testimonies and follow this path to sales HISTORY. Honesty: You'll receive many client testimonies from honesty. The starting point is you. Do you love to sell? Do you believe in your station and the power of advertising? Honest people realize a "no" requires changing that area. Continue your quest for honesty with clients. ALWAYS, ALWAYS tell them the truth. Short term it may hurt. Long term it builds testimonies. Be truthful about your product's benefits, features and shortcomings. Integrity: Simply do what you say you will. Deliver more than you promised every day. Integrity means defining you values and sticking to them. Clients see integrity in small actions. Say you'll call with times, do it relentlessly. Strategy: Great sales people think strategically. They target accounts and contacts that fit their product and selling style. They plan their activity. They work a selling system. Team Building: Testimonies flow to active people with large networks. Start internally. Help build your company. Cheer you support staff, managers, and coworkers. Next build solid networks with colleagues. Have you noticed that active members of professional organizations tend to be successful at their careers? The final team building involves putting clients and their company members on your team. Optimism: People want to be with optimists. Optimists help us to see the good in ourselves. They brighten even the darkest day. More importantly they believe they will win and usually do. Pete Rose, who holds the record for most hits in a major league career, was known for his optimism. When asked about the psychology of hitting he said "I expect to get a hit every time I bat" Reality said 1 hit every 3 at bats was great. Yet Pete believed every time that he would get a hit. Resource: What do you provide clients besides your product? Provide research, articles, books and advice tied directly to their business. Provide resources to the person. This means key introductions, family fun or a new dentist. You: Being yourself is your strongest sales asset. You are unique in your knowledge of your product, how your product can be used, your life experiences and your business philosophy. All of these can separate you from a competitor if used properly. Be proud of "you," it's the first product your client must buy. Putting your uniqueness to work for your clients will guarantee success and testimonies.