OOH Sales Blog

Reframing OOH Sales: True Success Is Not As You Perceive

Think you can get by on your winnings mile and your outgoing personality to pave your road to OOH sales success? There's a widespread notion suggesting that if you're amicable, enjoy socializing, and have a pleasing personality, you were made to be in sales!

Common belief tends to exclude introverts and glorify extroverts. If you're sociable, you might feel you're already halfway to achieving success in OOH sales. However, the reality is that being a "people person" doesn't necessarily equate to being a skilled salesperson. In many instances, this attribute could even be detrimental.

Interestingly, the outgoing, affable people that we presume would be well suited for sales often struggle to perform the challenging tasks associated with the role.It is not unusual for this type of salesperson to have difficulty establishing a ‘peer to peer business conversation’ based on mutual respect with their clients or prospects. Usually because they are so caught up in wanting the prospect or client to like them! Can you push back when your customer wants torun creative that you know will not be effective? Wants to try outdoor for a month to see if it works for me?

At times, an effective salesperson must demonstrate toughness, even at the risk of seeming unlikable. Therefore,don't simply equate sociability with success. A proficient consultative OOH salesperson will probe, pose difficult queries to uncover their clients' business issues. They do this to offer the best possible solution, helping clients overcome significant challenges or capitalize on significant opportunities. Are you ready to undertake such responsibilities, or are you too preoccupied with the desire to be universally liked?

Here are some traits commonly observed in successful OOH salespeople. Reflect upon these and self-evaluate your competency in these key areas crucial for sales success:

• High Ambition/Drive

• Takes Action

• Adaptable

• Resilient

• Low Need for Approval

• Resistant to Stalls and Objections

• Accepts Responsibility for Failures.

Remember, don't aim to be a people person. Aim to be an effective salesperson. If you identify as a 'peopleperson', use that as a starting point. The real challenge lies in cultivating the many other traits that make a proficient salesperson.

_______

Need help with sales skills or coaching to take your out of home company to the next level. Learn more about OOH Sales Mastery at oohmastery.com or Contact Dan Nausley at dan.nausley@sandler.com, 423.702.5579.

Lisa & Dan Nausley of Sandler, Chattanooga have developed the OOH Sales Mastery Program after more than a decade of training/coaching scores of OOH Operators across the country in sales, leadership, and executive coaching.

‍

Read more Outdoor Sales Mastery Blogs

OOH Sales

If You Are Telling, You Are Not Selling

Over the years I have posed a pivotal question literally thousands of times to OOH professionals: Is selling merely about telling? Unfortunately, more than you might guess responded that they believed that it was. Often, when people find themselves in a selling situation, they believe they should educate the prospect about OOH advertising, about how we do what we do, and why we do it. What we do that sets our medium apart from all others.‍ Often, when people find themselves in a selling situation, there's a prevailing misconception that prospects need an exhaustive education on OOH advertising—insights into how we operate, our methodologies, and what distinguishes our medium. However, this approach misses the mark.

OOH Leadership

Focus on Managing Behavior, Not Just Results

In sales, where losses often outnumber wins, a cookbook becomes a valuable tool for maintaining self-esteem. By implementing a cookbook not only for your sales team but also for yourself as a sales leader, you'll likely witness a significant boost in your numbers. It's time to shift the focus from managing results to managing the behaviors that drive success.