from my email:
Daily Sales Tip: Pushy vs. Persistence
Clients often perceive salespeople as pushy. Salespeople would prefer to be perceived as persistent.
Pushy is when a salesperson appears to be trying to sell an advertiser because it is good for the station and the salesperson. Pushing station features rather than client benefits encourages this perception.
Salespeople who present client benefits -- repeatedly -- more likely appear to be interested in the client. This leads to the perception of the salesperson being persistent.
If you have a qualified prospect, don't give up. Just make sure you talk in terms of benefits.
Source: John Potter, VP/Training, Radio Advertising Bureau
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