Have you heard about Speed Selling?

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    Speed Selling is a great way to launch a new media company and I have participated in it several times.

    Over the years it has become a lot more sophisticated. My company, NRS Media, has fine tuned it to pretty much launch a brand new media company into profit from day one.

    Speed Selling

    My first experience with Speed Selling was at a part time radio station in a small town of 15,000 people. As FM radio developed in my country many potential operators were given temporary licenses to run 90 day radio stations, usually in tourist towns.  The potential bidder for a full time license used this temporary 90 day radio station concept to build creditability and see if a format they used would be accepted by the community. If they did, they were granted a full time FM license.

    How Speed Selling worked

    Each sales person was given a certain “show to sell”. For example the “Top Ten at Ten”, Nine hits at  “American Top 40" with Rick Dees we also sold other  sponsorships and any generic type music programme that could be sold off for 90 days.

    The trick was there was no price on the programme, just a guideline. The sales rep could not go below the number but could go above, the highest price got the sale, and the sales manger was the final judge.

    The competition was run over an hour for each show.  Each rep had to go out and cold call, sell the product; get the client to sign an agreement  with the time and the price they were prepared to pay. You then came back to the station to see how you got on. It was great; speed was the key, because if you were first back and the price was acceptable to the sales manager, then you got the next one, and off you went before the other guys got back.

    It proved very successful and loads of fun. Why don’t you try this idea with your team?  Not too hard to do, add in some incentives, a few prizes and you will be amazed how much fun it is.

     

    Good Selling