In This Issue

1. Subscribe
2. Time Management
3. Book Announcement

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Time Management Tip

A Quick Cup of Coffee

Have you ever stopped to think about how much time you waste drinking coffee. From the time you get up to get to the coffee machine, serve, stir, chat with a co-worker, walk back to your station, get situated, take a couple more sips, get comfortable in your chair, rev up to get back to work and finally, continuing doing whatever it was you were  going to do. And then of course, you continue sipping while you work which slows you down.  Some experts have estimated that each coffee break could steal up to 30 minutes of productivity. Do the math:  twice a day, five days a week, 4 weeks per month, 12 months per year equal 240 hours, equivalent to 6 full work weeks!    So next time you go for coffee, think about how much more you could sell if you had an extra six weeks of selling per year!

Click here to download a free time grid to plan and account for your work 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.

Enthusiasm makes the difference

There are usually three major factors that contribute to a slump in sales:  Lack of enthusiasm, not enough calls, not enough follow-up.  Today we will explore "Lack of Enthusiasm."

In order for clients or prospects to buy into your offering, they have to feel good about making the investment.  And the most important factor in the transfer of feeling is enthusiasm!  If clients feel and believe that your are excited about your offering and how it will benefit them, they will buy.

Unfortunately, sometimes we lack enthusiasm about our offering.  Some of the major reasons for the lack of enthusiasm are: lack of belief in the product that you represent, lack of "connection" to the product, lack of long term vision, lack of focus on the main objective to help clients, personal distractions and outside negative influences such as the economy, the market, the competition, etc.

Everyone has a different reason fort their lack of enthusiasm?  What is yours? Change it, and your numbers will change!

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How well do you know your industry lingo?

NBA Basketball Coach Pat Riley once said: "If you're not getting better, you are getting worse."  Right now, as you read this, someone is trying to take your clients.  Somebody is out there to get  the business that you have earned. Someone is working hard to get ahead, and it usually means that someone will have to move over to make room.

How well you know you industry and the terms buyers and sellers use, can be a factor on whether you get ahead or stay behind.  In today's ever changing world, the terminology of the past is exactly that, past.  You must be up to date on all the new terms inside and outside of your industry.  This will have a major impact on your sales performance for two reasons:  1) you will sound like an expert to the clients who are informed and up to date or 2) you will sound like an expert to the clients who are not informed and don't keep up to date.  Either way, you will sound like and become an expert in your field and that will translate into more sales.

So don't wait until next week or next month. Make it a point to learn "new" vocabulary every day.  You'll be amazed at the results!

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How many accounts do you have pending?

Don't kid yourself.  All those "pending" accounts are not going to close.  Or are they? What is better: having 10 accounts pending at 90% closing probability or three confirmed closed accounts?  Logic, tells me you would rather take the three closed accounts.  After all, you don't make any money on sales that are "almost" closed.

We all know that those sales that are pending with a high probability can be the hardest to close. If they have not been able to make up their minds and say yes, what is holding them back?  Do you know?  If you don't, find out.  If you do, do something about it! 

Clients expect professional sales people to offer solutions. Help them find a solution to their hesitation. Whether it's "creative" financing, additional added value, all-inclusive pricing or any other solution, show them the way to accept your offering.  After all, if they want what you have and they don't buy, you both lose.

So go ahead, challenge yourself and close those "pendings" this week!

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MediaSalesSuccess.com
10807 Lasso Lane
Houston, TX 77079
Phone: 832-202-6085