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Us Vs. Others

1-11-2013

Lets 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. Whats the difference in the way we sell vs. others?
Others TALKWe  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.. ..Were INVITED
Others are often AIMLESS.. ........Were PURPOSEFUL
Others PITCH...We SOLVE
Others seem SCATTERED........Were FOCUSED
Others are often ERACTIC. ..........Were RELIABLE
Others are QUESTIONABLE.......Were TRUTHFUL
Others ABUSE FORMAT.Were FORMAT-COMPLIANT
Others can be DISCREPANT....Were CONSISTENT
Others can be NOTORIOUS.....Were REPUTABLE
Others are often DELUSIVE. ....Were REALISTIC
Others hope they get BOUGHT.........We are HIRED

We, indeed, have an incredible sales team!

If Im 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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