I'm new to sales all together, I've worked at a bank where we had goals but it wasn't completely commission based. I've always thought of sales people as pushy because of the need for that commission. This thought scares me, but I have been approached several times to do sales. It scares me a little because I'm not a pushy person. I do want to help others though. I know I have the right personality for the job, other than product knowledge, is personality really all I need to really do well in this industry?
You have already grasped the best part of the radio marketing process and that is the desire to help others. If you take the approach that you are there to help grow their business, your clients will respond to you in a warm way. Try to "push" things on them that are only good for the sales reps commission and you will lose them. Get the product knowledge, become an expert on radio marketing and then ask lots of questions about their business. Become a 'mini-expert' on their business and how it works and then find the solution that helps them solve their problems and you'll have it made!
DJ and Lynn have the basic of it. Focus on taking care of your customers, as you help them become more successful you will to. But they must be your focus, if you focus on your commission or yourself you will be in trouble and your career short term. If you are truely interested in your clients and their businesses your clients will get it, then you are a partner. If you are focused on your commission they will get quick too, and then you are a vendor. Educate yourself and apply what you learn and keep a people oriented focus.
The goal is to solve the client's problem. The product, promotion, etc. of your station(s) is simply the means to get there. Don't be afraid to tell the client their goal and budget don't match up.
