"Rainmakers" are those sales people who achieve extra ordinary sales production

(results) by being fanatical about customer relations. The "Rainmaker" places clients on an extremely 

high pedestal. This individual has great passion and always delivers before client deadlines.

The "Rainmaker" does more than expected and in most cases the client tells us that the

sales person, "Rainmaker", is the "reason you have our business".

"Rainmakers" love the sales process, love radio sales and the broadcast industry, posses great

curiosity to learn, and the desire to make MONEY.

"Rainmakers" do as my friend and author, Michael St Lawrence says "they tell it with

GUSTO" and when it is all said and done the sale is "signed, sealed, and delivered".

Take time and assess your assets. You too can be a "Rainmaker".

Terry Shockley, Armada Chairman

Michael St Lawrence, the book, "When you are not out selling, you are being outsold" 

I am often asked, " I am using more and more email contacts with clients.

How do you feel about that?

If properly prepared and to the point, all contacts are good.

I do suggest that you find compelling reasons to see your clients

one on one. Remember, your clients are buying you, too.

One of my favorites from Harry Quadracci, Business Leader/Professional.  

"Business is the World's most Competitive Sport"                                                                             

A DREAM: written down with a date becomes 

A GOAL: a goal broken down into steps becomes

A PLAN: a plan backed by

ACTION: makes your dreams

REALITY

Terry Shockley, Armada Chairman

TIPS TO HELP YOU  BE BETTER ON THE TELEPHONE

PLACING CALLS:

   DO YOUR BEST TO GET BY THE SCREENS. BE POLITE AND INDICATE THAT IT IS IMPORTANT THAT YOU SPEAK WITH MRS. SMITH.

   IDENTIFY YOURSELF (UP FRONT) ... THIS IS TERRY SHOCKLEY, HUSKERADIO

WHEN YOU REACH THE TARGETED CALL:.

   I LIKE TO SAY: "MRS SMITH, THIS IS TERRY SHOCKLEY, HUSKERADIO, DO YOU

   HAVE A MINUTE FOR THE PHONE?"

SMILE:

   PUT A SMILE ON YOUR FACE, USE A MIRROR, IF THAT HELPS . BE SURE

   YOU SMILE AND SOUND PLEASANT.

YOUR MESSAGE:

   "VERY GLAD WE COULD SPEAK TODAY."

PRACTICE YOUR MESSAGE:

   KNOW YOUR POINTS OF EMPHASIS, AND ZERO IN ON YOUR MESSAGE

ENDING YOUR CALL:

   AS YOU CONCLUDE, BE SURE THE PERSON ON THE OTHER END OF THE PHONE

   KNOWS THE NEXT STEP AND ANY ACTION REQUIRED.

NOW, THE DEVIL IS IN THE EXECUTION!!! BE SURE TO PRACTICE YOUR CALLING TECHNIQUES IN FRONT OF A MIRROR!!!

GOOD SELLING