Do you have the right message for the right market using the right media?

This is the first question you need to be asking yourself every day, but are you?

The choice about whether you ask that question comes down to whether you want to grow your business or you are just happy existing. In order to find the right media for your message ask the following questions of yourself;
•    Do they understand my business?
•    How good are they at creative problem-solving?
•    How responsive are they to my wishes and needs?
•    Do I like the representative?

When you’ve got positive answers to all those questions, now is the time to take it the next step. The next step is to ask the following;
•    What facts prove that the media you choose are going to be getting your type of buyers to view your advertising?
•    Who will really be in charge of the final advertising decisions?

When can you get these questions answered?

As a sales person do you want to be liked or respected?

Let’s look at this in detail.

Consider this situation. You meet with a potential client. Do you need to be what they want you to be? In other words do you have to be a chameleon so that you fit into their mold, so that you are liked? I don’t believe so, and let me tell you why.

I honestly believe that if you are authentic, others can relate to you. In fact they appreciate you more. Of course you need to be friendly, but you don’t have to be phony. When you meet with them smile sincerely and be open to them. This is not an act; as if you are going to be a service to them you are going to be happy to be with them. The key to any contact is to be considerate about the feelings they have about their problems. By being quietly confident it puts the other person at ease, as they will believe that you are the person that can help them out. By respecting them and their needs and wants you will be respected.

Can you see how being respected is the key?

Do you want to get even when someone wrongs you?

Yes, we feel that we’ve got to get back at someone for a wrong they done, don’t we?

But is it the right thing?

I believe that when you want to get even with someone you need to put your adult pants on. In other words, don’t act like a child. I don’t believe that you have to act child-like when things go wrong. I think you can come to terms with the situation in far classier ways. For instance, what if you approached the person and ask them a few questions about your perception about their actions? What if you took the high road and just considered that the person that wronged you was just having a bad day?

The choice is yours, do you want to act professional or behave like a child?

Have you ever noticed that some people need to improve their attitude?

This was obvious to me the other day.

I have been taking a survey of sales organizations in the area so we can make use of the details in our work. I called a particular car dealership to arrange for a time to see the sales manager. We booked a time and I arrived at the appointed time. I met with the receptionist and told her who I was there to see. She looked around and I could see that the sales manager was talking to a few customers. No problem I thought, he is here. A couple of minutes later she goes to tell him that I was there. He said he had no time for me, but I could call back. My response to the receptionist was that I would not be wasting my time, as I booked an appointment once and I could see that he didn’t keep appointments.

So what is my message here? I think it is obvious to all of you. But what is not obvious to the sales manager is that I will not give them the time of day when I am need of my next car.

Can you think of a time when you brushed off a potential customer?

How are you going to handle this issue the next time?

Do you like to improve, but only on your terms?

How do you feel when someone tells you that you could be better?

I know that no one likes to be corrected, unless it is done with dignity. It is what many call constructive criticism. Sure it is hard to accept and yet when people care enough about you to point out an area in your life that you could improve – do you think it might be a good idea to consider their opinion? It does not mean you have to change, but when you don’t change you are saying, ‘I don’t want to progress.’

We all have to understand that we are far from perfect and any improvement that we make will help those around us. Of course if you don’t think you need to improve, it is a sad sad situation.

What is one thing that you can do today that will make your life better?