Working in advertising sales you have to deal with a fair amount of negativity. For every booking you make, there are countless gatekeepers to get passed, mountains of unanswered calls, and plenty of your emails that fell into an abyss without a response or acknowledgement.
Even if you can get by these problems and speak to the person you desire they can simply ask "What's this about anyway?" or “I don’t have time to talk about this, email me”. You have to work through a lot of “no’s”, building up your pipeline as you go, to finally get to that booking and achieve that word all sales people love “yes”.
Life can be very much like sales, you might not get it right first time, you will most likely have to deal with rejection at some point and you might feel that you can’t go any further. But you wouldn’t be the first person to experience this and you will not be the last. We therefore look to those who have been there and done that. Whether they are political leaders, business people or great thinkers, they have also faced adversity. Yes there may have been failure and failure again, but through perseverance they achieved their successes.
The following selection of quotes is inspirational to our advertising sales team. Those who said them may come from a range of backgrounds but each have a pertinent message. Whether that be preparation, persistence or a sense of confidence in your own ability to begin with. Which of the quotes below resonates most with you:
1. "Give me six hours to chop down a tree and I will spend the first four sharpening the axe."Abraham Lincoln
2. "The secret of getting ahead is getting started."Mark Twain
3. "Success is never final. Failure is never fatal. It is courage that counts."Winston Churchill
4. "Business opportunities are like buses, there’s always another one coming."Richard Branson
5. "You miss 100% of the shots you don’t take."Wayne Gretzky
6. "Believe you can and you’re halfway there."Theodore Roosevelt
7. "I can accept failure, everyone fails at something. But I can’t accept not trying."Michael Jordan
8."Everyone lives by selling something."Robert Louis Stevenson
9. “Life is just a series of peaks and troughs. And you don't know whether you're in a trough until you're climbing out, or on a peak until you're coming down. And that's it you know, you never know what's round the corner. But it's all good. "If you want the rainbow, you've gotta put up with the rain." Do you know which philosopher said that? Dolly Parton.”David Brent
10. “It’s sort of a trick question. Because when you say to a salesman, ‘Sell me this pen,’ you might find some will say to you, ‘This is a great pen, this pen writes upside down. It defies gravity, this pen is the cheapest pen on earth, this pen will never run out.’ They’ll say all the reasons the pen is good, they’ll start telling you the features, and the better ones will give you the benefits too. But that’s not what the real answer is.
11. “The real answer is, before I’m even going to sell a pen to anybody, I need to know about the person, I want to know what their needs are, what kind of pens do they use, do they use a pen? How often do they use a pen? Do they like to use a pen formally, to sign things, or use it in their everyday life? The first idea is that when you say ‘Sell me this pen,’ I want to hear [the salesman] ask me a question. ‘So tell me, how long have you been in the market for a pen?’ I want them to turn it around on me and start asking me questions to identify my needs, what I’m looking for. And if you do that, people don’t know what to do. Next thing, he is answering, and now I’m controlling the conversation, finding out exactly what he needs.
12. “Once I have that, I say, ‘You know, Bill, based on what you’ve just said to me, the pen I have here is the perfect fit. Let me tell you what it’s about…’ Then you can tell them about what you have, because you’re filling a need. Most average or newbie salespeople think that they’re supposed to sell you the pen, when a really seasoned salesperson will actually turn it into a qualifying session to find out what you need. That’s the truth of it. It’s like trying to sell someone a house and you don’t know if they’re in the market for a house, what kind of house they want, how many kids – so how can you sell someone a house? That’s the point.”Jordan Belfort
— Century One (@CenturyOnePub) March 17, 2016