Expert?

A friend of mine called me Monday afternoon to tell me about this guy who was trying to explain a way to get free advertising on one of my radio stations.

This guy was doing a lousy job according to my friend, he was talking in circles, not answering questions and sounded incompetent. Clearly not an expert.

Turns out, the guy works for us. I believe it's time for him to either get properly trained or properly fired, since he's worked for us for 18 months.

Not all advertising people are the same. Don't let one person turn you off from all of us.

If you are going to do something, be an expert, was the advice from this email I also received Monday:

Sales Tip #146: be an expert

Dated: 01 November,2010

Patience and self-control are admirable and indispensable tools that you will need in order to maintain high levels of service. The business that you don’t get today might just come through to you tomorrow, as long as your prospect has been impressed by your knowledge, dedication and professionalism.

Action Step

Be confident in your ability to sell a quality product that is worthy of your effort and support. Increase your knowledge about the product that you sell and become an expert in your own field. This will go a long way in boosting your confidence and you will be able to approach your clients in a calm and professional manner; well prepared to answer their questions and to provide them with excellent solutions. The way you come across to your clients will determine the basis of your relationship with them. And if you are respectable and trustworthy, they will stand by you and depend on your expertise for a long time.

Answer These Questions:

Are you an expert in your field of sales?

Do you approach your clients in a professional manner at all times; and do you appear presentable when you meet with them?

Click here to read this post at The Science and Art of Selling by Alen Majer.

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