Salespeople are the driving force behind the success of every business. In today’s increasingly competitive and economically accountable commercial environment the demand for highly skilled, driven, passionate, and professional salespeople is greater than ever.
Do you know why you are in advertising sales? I’ve never met anyone who when asked as a child what they wanted to be when they grew up answered, “a salesperson”. Have you?
What’s your primary purpose and reason for being in selling let alone selling advertising? Is it to get by? To make money, or to make piles of money? Is it to serve the greater good? Is it to help grow your company grow? To help improve your clients business? To play a role in society, or is it because you just like to meet people? Is it to provide for your families present or future needs (and expectations)?
Are you simply biding time and waiting for a ‘real’ slot to open up, or did you just settle for what was on offer?
Do you know why you are in advertising sales?
What aspect of your job do you really (really) feel passionate about? Because to survive today you’ll need to have a valid reason for being there, and to be successful you’ll need to be passionate about it. How did you get here?
As I travel from media partner to media partner (meeting salespeople) it never ceases to amaze me how few people I’ve actually met in advertising sales who actually deliberately and consciously chose the sales path. Something happened to them. They didn’t do as well as expected at school. They lost a job, quit, or got fired. They got divorced. Needed something to do until a real job came along or they simply showed up and just hung around.
Don’t misunderstand what I’m saying; selling is a dynamic and integral profession in the world today yet sometimes I believe both sales people and non-salespeople deeply disrespect it as a vocation. I feel this lack of respect is perhaps a result of selling’s inherent difficulties. Whatever the reason, it’s time it stopped isn’t it?
I don’t care how good a particular product or service is, I don’t care how many people listen, watch, read or use your service, great products and services don’t sell themselves, they are just easier to sell, which means we need great salespeople. If you don’t believe me, fire the sales team, sit back and see what happens to your business.
Salespeople have to deal with disappointment, pressure, constant rejection, and failure on a daily and sometimes hourly basis. These are not challenges that most people in other professions have to experience, nor do they have the heart or mind to. Yet if you don’t know why you are in the profession of selling you will surely succumb to these pitfalls.
Selling is extremely hard work, always was and always will be and if you are to be successful you must be strong enough to overcome these difficulties and your self-doubts.
Every day can be an emotional roller coaster for salespeople. We can go from the top of the highest peak to bottom of the lowest dip and screaming right back up to the top again and all without taking a breath or as much as a by-your-leave from those around you.
I love salespeople. We’re a unique, often misunderstood, and courageous breed.
For the most part it is agreed that the essential elements for success in selling are the desire to sell and the willingness to work hard at it. However from today I want you to also add in a good dose of respect. Self-respect. Some respect from those around you will help too.
Some say respect needs to be earned and to some degree it does, but I believe it needs to be demanded. Demanded from the inner you and from others too.
You’re a hardworking, brave, pioneering, and creative human being – demand respect.
Like everyone else in the world you’re owed respect – especially from you
Sell without regret.
Michael Tate: Sales Director International – NRS Media
Michael has a vast knowledge of effective media use, advertising and advertising sales management built over the last 25 years working with some of the world’s largest TV and radio groups.
He is a highly sought after key-note speaker and advertising sales trainer at major industry bodies like the Radio Advertising Bureau, the Texas Broadcasters Association, and the Oregon Association of Broadcasters. Tate has successfully worked with advertising sales managers, their staff and clients in 12 countries including the USA, UK, Canada, Ireland, Norway, Malaysia, Taiwan, Hong Kong, Philippines and Australia.