Tag Archives: confidence

Sales is the Transference of Confidence

Here are three short stories for you to ponder.

Story #1

The other night a radio salesperson was in a restaurant. Business was a little slow, 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.

Story #2

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.

Story #3

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.

Be Confident

Sales is the transference of confidence.

In each of these short stories, a radio salesperson was confident about their radio station delivering results. They were also prepared for such objections.

COVID-19 has shaken everyone’s confidence.

It’s never been more important that radio sellers “Be Confident.”

Preparation

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.”

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Filed under Education, Mentor, Radio, Sales

If You Can Visualize It, You Can Do It

People who are the best at what they do, have one thing in common, no lack of self-confidence.

Visualization

Whenever successful people want to accomplish something, they go at it absolutely convinced they will achieve it. Science has shown that when we visualize achieving a goal, making it real in our minds, we enhance our performance and boost our self-confidence.

Improve Your Self-Esteem

Besides visualizing success, there are other things you can do to raise your self-esteem. For example: Reach out to others. Say nice things. Lend a helping hand.

When we help other people, we begin to feel more in control of our own lives.

Avoid Perfectionism

We all would like to be perfect. However, perfectionism often paralyzes us and can actually keep us from accomplishing our goals.

Respect Yourself

Make a list 20 reasons why you should. If you can’t think of 20, think of what people who admire you would say. (They’re right, you know.)

Your Values

Act in accordance with your own values. Choose the path that feels right for you.

Treat Yourself

Be good to yourself. Do something, just for you, that makes you feel good every day.

Challenge Yourself

Pick up an encyclopedia, or go online to Wikipedia, and read one new entry at random. Take a course at your local community college. Travel to a new place. Eat a new food.

As you meet new challenges, you gain new confidence.

Practice Being Optimistic

Fight pessimism. Think of setbacks as temporary, and one of a kind, not permanent and “complete” failures.

Don’t Take It Personally

Bad encounters often tell you more about how the other person feels at that moment in time, rather than representing a failure on your part.

Don’t Take Things So Seriously

Lighten up. Most of life’s little calamities have two sides. Try to gain a balanced perspective and you’ll bounce back more quickly from disappointments and embarrassing moments. And, people will enjoy being around you.

Finally

Practicing these positive measures will reinforce your self-worth, and increase self-esteem, which will make you more self-confident.

“Success occurs when opportunity meets preparation.”

-Zig Ziglar

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Filed under Education, Mentor, Radio, Sales

Now That’s Selling

salesHere are three short stories for you to ponder.

Story #1

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.

Story #2

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.

Story #3

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.

Be Confident

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.

Preparation

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.”

 

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Filed under Education, Mentor, Radio, Sales