A few times this week, this topic has come up in discussions at work.
I'm 8 months in. I'm truly amazed at all the disciplines/skills/abilities this job requires. Here's my list besides "sales" in no particular order:
Salesmanship skills
Empathy/Psychology skills
Accounting/Financial skills
Collections
Conceptual development skills
Copywriting skills
Project Management skills
Organizational skills
Long range planning skills
Skilled, smooth presentation abillity
Creative development skills
Graphic design skills
Computer proficiency/Windows file management knowledge
Marketing principle skills
Verbal skills
Visionary skills
New media skills
Customer service skills
Audio production methodology knowledge or skills
Prospecting/cold calling skills
(Then add whatever unique skills you personally bring to the table.)
To be honest, if you are in this business, I congratulate and respect you.
That's quite an arsenal of skills and abilities!
If you have a bad day, come and look at this post again. You might feel better. I did.
You rock!
Mike
No, wait! There's more! Have I exhausted all possible skills areas? No!
Telephone skills
Spelling and grammar skills
Promotional mindset
FUNDRAISING
Technology/mobile/proficiency skills
Digital development/web technology skills
(Ok, please add your additional thoughts. I know you will come up with even more skills areas I have
not thought of yet...)
WHAT DOES A RADIO SALESPERSON DO? WHAT SKILLS ARE NECESSARY?
LISTEN: The first rule for success in any endeavor
PROSPECT: Look for new clients...new sources of revenue
CONSULT: Diagnose needs of new and existing advertisers...get new ideas
PRESENT: Sales proposals, station and/or sales presentations, etc. Good verbal and oral skills are required!
DRESS: Look sharp...make good impressions
DRIVE: your car like a driver's ed teacher...avoid costly accidents, tickets, repairs
SERVICE existing advertisers
COMMUNICATE: Translate ideas into orders...good grammar, speech and body language skills are a must
WRITE: Copywriting is probably the most difficult part of the job! Typing and creative writing skills essential, plus good spelling, grammar, etc.
COMPUTER LITERACY: You will use them every day!
RENEW existing accounts
COLLECT money from past due accounts or in advance from advertisers who have no credit with our company
KEEP RECORDS: Sales reports, plan sheets, prospect files, etc. Must be organized at your desk, in your car, in your mind!
LEARN: Very important! Attend all sales meetings and sales seminars...listen to customers...increase your selling skills
PLAN: the day, week, month, quarter, year...your career!
SET GOALS: a definite learned skill required by all sales professionals
PERSIST until you get the order...sales seldom made on the first call.
UPSELL: Never be satisfied with the "status quo."
GET APPOINTMENTS: telephone skills required
CLOSE: Ask for the order!
MANAGE STRESS: Selling is not an easy job...but it is a lot of fun, and rewarding monetarily if you do all of the above!
Great post Mike! Essentially, a radio salesperson is running their own franchise within the radio station. The skill set is very close to what's required to be a small business owner or entrepreneur.
Hi Dave. Yes, that's a good way to look at it. Never thought I ran a franchise! LOL
Mike, a thoughtful post - thanks!
Mike, great check-list! Let's see how much I can/need to master.
One additional thing: You can add relationship skills...Having your client Know, like and trust you certainly makes your life easier.
