Radio Sales Café

Our newest member, Donnie Peterson, writes:

After 30 years working in a sawmill a career change is needed for me. I applied for an account executive position by word of mouth that the local station is in need. After 2 meetings the manager told me that a hiring freeze was implemented but do contact when the job is posted. I winged the first meeting, picked up on several things I need to change with my approach in the 2nd and will be ready for the next one. I feel the need to give a presentation that will show my creativity, one of 2 things they are unsure of, other is lack of experience. To adress the latter, I have in mind to visit several businesses, ask a few questions and then turn that into data of why they should hire me. Any advice on what questions I should ask or anything else? Thank you for your time.

I've been scouring this site and the links provided, learning alot and it seems my training has already begun.

As for interviewing for a rado sales position, I would consider the best attribute to be your personality. Sales are made because the client likes the seller. Sure the offer figures a great deal, but a friendly and sincere person that wants to bond and communicate is a winner. You need a mindset to help those you work with. You should be honest, strive to do the right thing, be self-motivated and try to think beyond the norm in creative ways. I would certainly hire a person with these personality qualities because everything else can be learned or figured out as you go along (because you'll reflect on each call in an effort to put your best foot forward). I can say it is all about the sale but in reality it is about building relationships and working for the client's continued success. If you'll do that the sales will happen.

Thanks for that Bill, I agree with that and it was my primary goal to begin with and I believe I succeeded in making a solid connection with my interviewer in those regards. I suppose proof of that is in that I was invited back.

The invite back says a great deal. I might add on your return visit that you add you believe selling the station's product is something you could do easily because you believe in the station and the value it brings to the business owner. Part of sales is offering something you'd buy yourself if you were that business owner. Your attitude is exceptional and you seem to exhibit the qualities that tend to be hard to find in the business. If you ask station owners what their biggest challenge is, it's usally finding the right person to do sales. There is a huge investment made on management's part when taking on a salesperson. The old adage of the best can not be hired because you cannot afford them is certainly true. That leaves you to mine for that diamond in the rough and helping them shine and dazzle.

Thank you and yes indeed, in fact one aspect I made sure to highlight during the first meeting was I listen to the station and have since it's inception. It began on 1977, exactly as I got my first transistor radio. Part of my personal life soundtrack, oh its almost too easy, because it's true!

Any advice in regards to the presentation? I have in mind 3 things, first I have a few commercial ideas o will script out, secondly logo ideas to draw up as an AM station just went to tge FM dial, these will show my creativity. Lastly the questions turned into data, of which I haven't decided on the questions yet, that will be asked of businesses that I visit. I've decided to wait for that until the job is posted. I've learned alot already and am thinking carefully of each move I make.

Please excuse my typos, little phone +fat fingers

After an interview that I felt went well and even think I'm a frontrunner for the position, would it be accepted good taste to email the day before I'm told I'll have an answer?