|
In This Issue
|
|
1.
Subscribe
2. Time Management
3. Book Announcement
|
|
|
Get your own free copy!
Subscribe
today!
If someone
forwarded this issue to you, we invite you to subscribe today. Every week, we will entertain and
enlighten you with tips, ideas, and stories to help you increase your
sales. Even though this newsletter
is designed for sales professionals who primarily sell advertising in
media outlets such as radio and TV stations, magazines, newspapers, etc.,
the ideas shared here are universal in scope and will help any and all
sales people make more money. To
subscribe, click on the link above.
|
|
Time Management Tip
Mastering
Follow-up
You got
the lead, you called. You left a message but hey haven’t called you
back. When are you going to
follow-up on this prospect? Are
you going to leave it to chance that you will “remember” to call them, or
are you going to schedule a follow-up call? May I suggest you flip to the
appropriate page/date and pencil in your follow-up call. Otherwise, it may be months before you
think about that prospect again.
Click here to download
a free time grid to plan your week.
|
|
The Ultimate Guide to
Success in Media Sales!
This Fall, Mediasalessuccess.com will be publishing the new
edition of “The Ultimate Guide to
Success in Media Sales.” Stay
tuned for further announcements on the book release and the seminar tour
coming to a city near you.
|
|
Thank you to everyone who subscribed in the last
couple of weeks. Thank you for your
kind messages and most important, thank you for passing this newsletter
along to your friends.
I
sincerely appreciate it. Cesar
|
If you believe it, you will see it
Many times you
have heard, “you got to see it to believe it”, but in reality, what makes
things happen is the ability to “believe it so you can see it. All great accomplishments are the
result of someone’s idea in their head, they believe in it, they “see it”
in their head and only then can they make it a reality.
So when it comes to your success in sales,
are you waiting to see it so you can believe it? May I suggest exactly the
opposite. You have to believe it
so you can see it. You have to
believe you are the best in your team. You have to believe that you can
get the appointment. You have to
believe you can close the sale.
You have to believe you can get that big elusive client. The
bottom line is you have to believe in yourself, in your product, in your
ability to help clients.
So this week, check your “belief” gauge
and kick it up a notch. You’ll see
a big difference in your performance.
|
|
Back to top
|
|
What are you doing in between
calls?
For those of us who work in big cities, drive time can be a
major nuisance. It is not uncommon to spend up to three hours a day in
the car in between calls and the office. The question is, what are you
doing during that drive time?
Let me
suggest a couple of ideas that have helped many salespeople increase
their productivity.
1)
Prepare a list of calls that you can make while
driving. Make sure these are calls
that don’t require you to take detailed notes as you drive.
2)
Listen to educational materials while you drive. Listen to tapes/cds on sales success,
motivation, time management, or even another language. It is estimated that you will drive
between 500 and 1000 hours a year, this is the equivalent to one or two
full time semesters of university education.
Make the
most of your driving time. And
remember, be safe.
|
|
Back to top
|
|
Ask and you shall receive…
Remember when you were a child, you would ask your parents
for things all the time. But if
your childhood was anything like mine, you never knew what the answer
would be. Sometimes you got what
you asked for, but most of the time you didn’t. So we developed a certain
hesitation to ask questions because we have a learned fear to a negative
response.
Now as a
grown person in the world of sales, you probably still have a fear inside
of you that keeps you from asking deeper questions. It’s time to get over it. The buyer can’t read your mind and
cannot volunteer information you want if you don’t ask. When you are having a conversation with
a buyer, every question is valid.
And the more questions you ask, the more information you will have
to make the sale.
So go
ahead and ask, you’ll be surprised how much more information you will
have.
|
|
Back to top
|
|