Tag: TV Sales

Broadcasters – Being “obsessed” is not the same as being “productive”

– Posted on Feb 06, 2011 by Margie Albert

Working for, and by, myself sure opened up my eyes and my life.  There are so many things I would have done differently while working in TV Sales and TV Management if I had taken the time to think more. Here are a few of my observations:

  • Many of the hours I spent at work were not to complete tasks. I was there mostly because I mismanaged my day and/or to impress my boss and peers.
  • I did not pace myself so by the end of the day and, worse, end of the week I was mentally and physically exhausted. Everyone around me knew to talk to me Monday and Tuesday mornings when I was at my best. Talking to me in the afternoon or at the end of the week was at their own risk!
  • There were time-stealers everywhere and I allowed them to win. Stupid emails, meetings I didn’t need to attend but felt if I missed them I might miss something, long conversations with co-workers (fun but not productive), the internet. You get the picture.
  • My own personal time became less and less valued and I didn’t recognize it as rejuvenating and necessary. I was so busy with “career” that I forgot about “me.” I truly thought if I wasn’t focused completely on my work I would lose ground and be seen as unworthy for growth.

I became my job.

Suggestions:

1.       Pace your energy and time will take care of itself. Determine what re-energizes you and set aside time for it. Be committed to this.

2.       Analyze your days and eliminate as many time-stealers as possible. If necessary talk with your Manager. If you are well thought out about why something is lessening your productivity she will understand.

3.       Find a “buddy” you will support your change efforts. He/she may wish to join you.

Be sure you are more than your job. Some day your job will be gone and who will you be then? Being “obsessed” is not the same as being “productive.”

What makes a good TV Salesperson?

– Posted on Jan 31, 2011 by Margie Albert

Recently I found this quote from Chris Murray at Varda Kreuz:

“When a customer walks into a DIY store looking for a drill, she doesn’t really want a drill – she wants a hole! A bad salesperson will present all the drills that are on sale. A good salesperson will discuss the desired hole with the customer.”

Typically, we define good salespeople as those with the gift of gab; they are charming, friendly, magnetic, etc.  I suggest those a wonderful attributes but not the most important.

When asked what word or words describe great salespeople I hear words such as “they listen,” “honest,” “reliable,” care about my needs,” “ask questions,” “curious,” “deliver what they promise,” and they “focus on customer success.” (this is a great exercise – ask your clients to do this and see what they say)

Taking an order is not selling. Media buyers’ order 100 GRPs and you deliver them – you may need to package and negotiate up your numbers but that’s still fulfilling their order.  Taking a package to a client they requested is not selling – it’s fulfilling their order.

Determining what the client is trying to accomplish and developing an idea beyond the 100 GRPs or the requested package is selling. To do this you must build trust, determine the need of the customer and fulfill that need.

A good salesperson has one, and only one, purpose – to be of true and deep service to the customer. You are either selling or unselling 24 hours a day based on this premise.

Are you selling or unselling?

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