Here are three short stories for you to ponder.
The other night a radio salesperson was in a restaurant. Business was a little slow, and so he struck up a conversation with the owner, who told him that she had used radio advertising for a restaurant she had owned back in California, and it didn’t work, and she didn’t intend to use radio ever again.
He told the owner that he and his wife had been in another restaurant in town a couple of days ago, and the service and food were both terrible. But, rather than never go to another restaurant again, he and his wife decided to try her place, where they found just the opposite. He suggested to her that just because radio didn’t work for her in one situation, there is no reason why she should conclude all radio advertising doesn’t work.
That radio sales person had a new client by the time they paid for their meal.
Another radio salesperson was calling on a jewelry store. She had made several calls on the owner and was in the middle of a presentation when the owner suddenly asked her, “Have you ever bought anything from us?” She replied, “No, because you never asked me to.” She finished her radio advertising presentation. He signed up.
Another radio sales person was calling on a car dealer who said, “I don’t like your radio station. I’ve never liked it and I don’t listen to it.” The radio salesperson responded, “I don’t care if you ever listen to us, for you see we have a lot of people who do listen and like my radio station, and right now your advertising isn’t reaching any of them. But we are telling them about your competitors.” The car dealer was a little taken aback, but proceeded to get serious, and is now on-the-air.
Sales is the transference of confidence.
In each of these short stories, each radio salesperson was confident about their radio station to deliver results. They were also prepared for such objections.
Prepare, prepare, prepare.
There is no substitution for preparation.
As famed Notre Dame football coach Lou Holtz put it,
“Everything is won or lost in the preparation stage.”