You have to be more popular than Howard Stern.

You also have to be cooler than Opie and Anthony too.

Why? Because one of the most critical elements to successful sales management is to always make sure you are tuned into the radio frequency of your salespeople.

Here’s why. There’s only one radio station that your sales executives like to listen to and that radio station is: WIFM. (You might say WIIFM, but let’s not get too technical here…).

This is the “What’s-In-It-For-Me” radio frequency. This is the only station they pay any attention to and if you’re not broadcasting on it all the time, 24-7, then your sales reps are gonna switch you over to some other station on XM or Sirius radio…or worse yet, turn off the radio completely! (more…)

For our purposes, the Law of Reciprocity states: If you do something nice for someone, human nature dictates that the recipient will feel compelled to do something nice for you in return.

It is in essence: “you reap what you sow”. This is an irrefutable law and one that you should teach your salespeople. The question of will someone actually act upon it at a given time depends on who asks.

At the precise moment that you do something nice for someone, the other person feels compelled to return the favor. Be careful however not to call it out as in “now that I did that for you, now you need to do this for me”. This thinking destroys the whole concept. The idea is to do something and allow them to feel that they must do something for you in return. Be subtle. Don’t dictate.

The most important part of this law to remember is that reciprocity is IMPLICIT. This just means that you should never mention that you need something in return.  When someone does something nice for you, they IMPICITLY expect that when the circumstances are right, you will do something of approximately equal value for them. (more…)