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Rob Adair

Us Vs. Others

1-11-2013

Let’s pretend you and I are team members in the same radio sales department. Our sales department is recognized in the market as the unprecedented leader. We have the best sellers in town, hands down. We bill the most, earn the most, and are the most respected by the business community. What’s the difference in the way we sell vs. others?
Others TALK……………………………………We  LISTEN
Others BOAST………………………………….We SHARE FACTS
Others HURRY……………………………….... We ESTABLISH TIMELINES
Others PEDDLE PACKAGES……………… .....We CUSTOMIZE SOLUTIONS
Others mostly ACT SOLO…………………........We CONSULT WITH OTHERS
Others INTERRUPT………………………….. ..We’re INVITED
Others are often AIMLESS……………….. ........We’re PURPOSEFUL
Others PITCH…………………………………...We SOLVE
Others seem SCATTERED…………………........We’re FOCUSED
Others are often ERACTIC………………. ..........We’re RELIABLE
Others are QUESTIONABLE……………….......We’re TRUTHFUL
Others ABUSE FORMAT……………………….We’re FORMAT-COMPLIANT
Others can be DISCREPANT…………………....We’re CONSISTENT
Others can be NOTORIOUS………………….....We’re REPUTABLE
Others are often DELUSIVE…………………. ....We’re REALISTIC
Others hope they get BOUGHT…………….........We are HIRED

We, indeed, have an incredible sales team!

If I’m not describing your sales department, at least now you know the characteristics of the team we need to become.

Rob Adair is the President of Pinnacle Solving. His company provides revenue growth solutions, branding and differentiation strategies to radio and other industries. Adair is a former radio industry COO and Sr. VP overseeing 25+ stations and multiple major markets. He can be reached at 405-641-0458 or by e-mail rob@pinnaclesolving.com



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