Today out of home sales consultant Pete Hautem reflects on some rules for out of home sales sucess.
Throughout my career, I have heard and attended many sales seminars and have appreciated other sales people’s thoughts and opinions. As sales people, we all have the same goals—–just different opinions on how to achieve those goals.
Here are a few of my simple ” sales rules” we should all live by if we want to be successful. The following are in no particular order of primary importance.
1. LOVE WHAT YOU SELL! If you don’t believe in your product and understand it’s purpose, you’ve chosen the wrong product/service. It’s that simple!
2. BELIEVE IN YOURSELF! if you don’t have faith in your own ability to motivate folks, you probably shouldn’t be in sales.
3. BE SINCERE! Nobody likes false niceties and patronizing attitudes. Make sure the person you are talking to understands and appreciates your comments. Easiest way to do that is by being honest and humble.
4. CONTROLLED ENTHUSIASM! I don’t mean that you should not promote yourself and product/services with confident statements. What I DO mean is don’t over do it. always be professional, personable, reasonable, and ready to let the prospect ask questions and talk. Remember, you always learn more by letting your prospect talk.
5. DON’T BE FALSE! How many times have you called a service provider with a question about your cable, internet, warranty, etc. and the person answering the phone says’ “Who do I have the pleasure of speaking with”?”. Nothing annoys me more than that question. The chances are very good that I didn’t call that number to have a “pleasurable” conversation. I most likely called it because I have a problem that needs fixed. So, let’s be cordial, sincere, professional, and helpful, but don’t be patronizing!
6. KNOWLEDGE! Know your product. Know your competition. Know your prospect’s business. I don’t mean you should know their business intimately. Simply have an understanding of what they do so you can determine whether or not your product/service can help them. If you are making a “cold call”, you will know very quickly if there is an opportunity for you. My philosophy on those calls is “Find out and get out”. Don’t waste your and their time.
7. NEVER EVER BE AFRAID TO SAY “I DON’T KNOW”! I’ve seen many sales people try to fake an answer and, in the process, blow a great opportunity. ALWAYS ADMIT YOU DON’T HAVE ALL THE ANSWERS. It makes you human. However, find the answer and address it in a followup conversation or email—-even if the prospect has already said no to your offer. It will show him/her that you are resourceful and helpful. It just might change their minds, too.
Never forget. Sales is a fun, honest, and noble profession. If you don’t believe that, find something else to do!
Pete Hautem, sales consultant representing Billboard Planet, LLC and Vital Outdoor Advertising, 423-834-0876, petehautem@gmail.com
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Some good advice Pete. Thanks.
Good stuff Pete! I have been in the OOH industry for 25 years and agree with you on your guidelines for OOH success.