February 2012 Blog Posts (5)

Here are the last 20 - check out the rest on previous blogs.

For the complete list email below:

1.  Always come to work as early as you want your staff to be in.
2. Dress the way you want your staff to dress.
3. Handle your problems on a one-to-one basis.
4. Always show your boss respect in front of your sales staff.
5. Never hire a friend.
6. Never hire a friend of a friend.
7. Spend a little time each day with individual staff…

Next 20- Hope you enjoy...see the first 20 on last weeks blog.

1. Assign political advertising to one person.
2. Get rid of the negative force on your staff.
3. Start selling sports the day the season is over.
4. Stop hanging out with the jocks or other media personalities.
5. Turnover Unclosed accounts every 90 days.
6. Talk to your fellow sales managers in the market once a month.
7. Badmouth competitors rather than your own…

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I was given this by my first consultant when I had just accepted a Sales Directors job on a large radio station. Not sure where it came from, if you know I  would love to know...

I will post the first 60 over the next few weeks keep an eye out for them.

If you want the rest see details see below.

1. Get your invoices sent out at the end of each flight, campaign or promotion.
2. Review collectibles every month.
3. Attend all local advertising…

An excellent book that I have had tucked away in my library for some time is called Spin Selling by Neil Rackman.

I decided to drag it out again and go through the notes I had taken.

Here are some tips that you find useful.

In this book he maintains that there is a difference between a small sale and a large one and different philosophies are used for both.

If you are able to know the difference between a large sale and a small sale you might just be able…