The Most Important Personal Characteristic of A Sales Person


Sales Tip from the RAB Training Academy:

By Mike Mahone, Executive VP, RAB Services

At a recent RAB Radio Sales Training Academy program for managers, one of the students asked me what I thought was the most important personal characteristic of a successful Radio salesperson.

At lot of ideas came to mind, including the desire to succeed, commitment to the job, willingness to work hard, ability to overcome obstacles, eagerness to have performance measured and rewarded, etc. But it occurred to me that one of the key traits of the best salespeople I know is having an insatiable curiosity.

Great Radio salespeople always want to know more! More about marketing and advertising; more about Radio; more about their competitors; more about the industries they’re calling on; and most importantly, more about the wants and needs of their clients and prospects.

Someone once said that “knowledge is power.” Actually, that’s not true. Knowledge is potential. Applied knowledge is power. But when applied properly, knowledge provides the momentum that drives success.

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