Radio Sales Today

RAB Sales Tips

What We Know... And What We Don't

If you’ve been in sales for any length of time, you know that things ebb and flow. When the towers fell on 9/11, we all felt punched in the stomach. When the market crashed in the late 2000s, we all tightened our belts and moved forward. What we know for sure is that this too shall pass. What we don’t know at this moment is when it will end. Will it be an event where we say “okay, it’s over,” or will it be a slow roll forward to our new normal? We also don’t know what the other side looks like at this moment. We thought we did in mid to late summer, but things changed – again.

Evolutionist Charles Darwin coined the phrase, Survival of the Fittest. I’m paraphrasing, but the strong always survive. So, the question to ask is, are we strong?

What does it mean to be strong in sales? It means you have strong relationships with your clients built on trust and mutual benefit. In short, you care, and you want to help. It means you have strong empathy, expertise and problem-solving skills. It means you have strong foundation of selling skills and experience. It means you have a strong curiosity and always want to learn new information as the world around us is reshaping, reforming and rebounding. It also means you have a strong commitment to your own professional development.

There are lots of options for training/educational content these days. Books, webinars, online classes and research are all opportunities for you to sharpen your skills, maintain your competitive edge and come out of this stronger, more prepared and better equipped than when you came into this crisis.

Our passion and purpose in professional development at RAB is to empower people with new learning, new knowledge and new information to keep them strong, help them become more successful and insulate themselves from danger. Our next virtual Sales Essentials one-day sales workshop is next Tuesday, January 19.

Stay strong and learn something new today.

Jeff Schmidt is the SVP of Professional Development. You can reach him at You can all so connect with him on Twitter and LinkedIn.

Source: Jeff Schmidt, RAB