In This Issue

1. Subscribe
2. Time Management
3. Book Announcement

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Time Management Tip

A Quick Cup of Coffee

Do you ever just let the phone ring?  The average American worker gets more than 50 interruptions per day, most of them un necessary.  When you are "in the zone" of getting things done, paperwork, research, cold calls, or any other activity, let the phone ring and let the voicemail take the message.  You will find that it is a lot more productive to return calls with answers to specific requests, than to be interrupted all day and try to get back to what you were doing.  Don't let interruptions control your day!

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.

Have you met your prospect face to face?

Have you ever stopped to wonder what really is going through the minds of your prospects when you talk to them on the phone?

Honestly, they are thinking of everything in the world except you and what you have to offer.  This is especially true if you have not met them face to face.  If the prospect has met you in person, they can put a face to the voice, which makes all the difference in the world .

This week I had the opportunity to meet face to face with a prospect that I had barely been able to get on the phone.  I met him by accident at a ballgame and...viola!  The next day, not only did he take my call right away, but he talked to me on the phone for almost 30 minutes!

This is the magic of a face to face connection.  Whenever possible, make an effort to meet your prospects in person, through a third party introduction, or at a place they frequent.  You'll be amazed at the change in their response to you.

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Are you there for your clients?

They say that the magic skill in selling is listening.  All great salespeople are great listeners. Buyers will tell you how to sell them if you just listen. They will show you the way, but you have to be a great listener.

And you must listen beyond the sales portion of your presentation. Listen to their conversations, listen to the surroundings, listen to the conversation at the reception desk while you wait.

Recently, by listening to what other issues a client was going through, I was able to show up at a grand opening of one of their new ventures. Even though this was not particularly publicized and had nothing to do at this point with the programs I had to offer, they were impressed that I was there to support them.

Are you listening closely so you can be there for your clients in their special moments?

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How well do you tell your story?

What happens when a salesperson tries to sell to another salesperson?  If you are anything like me, you are observing carefully and you are trying to learn form their skill, or avoid their mistakes.

This week, I faced a really bad salesperson. The sad thing is that I still don't know exactly what they wanted from me, how much I should invest in their service or any other specifics about the offering.

The person was unprepared, did not have a clue how my business works, and most importantly did not give me a single reason why I should consider their offering.

I hope this person wasn't you.

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