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Your weekly guide
to achieve
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June 23, 2008
Issue #017 |
Ideas,
advice, tips and much more! |
Please forward this newsletter to all
your friends and colleagues across the country!
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In
This Issue |
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1.
Subscribe
2. Time Management
3. Book
Announcement |
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Time
Management Tip
Make good use of downtime!
We all have them. Cancelled
appointments, clients that show up late, waiting in
reception areas and many more pockets of time.
May I suggest having a "to go" file that you can keep with
you at all times. If you are waiting on a client, you
can make a couple of calls, fill out paperwork, plan a few
more details for the appointment, or even interview a few of
the people in the waiting room to get a better understanding
of your prospect's business. Whatever you do, don't
kill time reading the gossip magazines that fill lobbies
these days.
Click
here to download a free time
grid to plan your
week. |
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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. |
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Sales lesson from the NBA Finals and the Golf U.S. Open
Two major sporting events took place this week and I
thought I would share my comments with you in regards to
the attitude of winning.
The NBA Finals. The Boston Celtics
whipped the Los Angeles Lakers last Tuesday by one of
the biggest margins of victory ever, 39 points.
Was it a fluke, or did they prepare, visualize and
determine they were going to win? I say they were
determined to win it all, and beat them bad! they
came out with all they had and believed in themselves to
win the championship. After winning, Kevin Garnett
was asked about the game, and all he could say was
"Anything is possible...anything is possible!"
When the coach was asked about the preparation at the
beginning of the season, he said he told the team
"defense".
When we translate this
into sales, I agree...it's all about believing that
anything is possible...believing that yes you can and
will make the sale, and about "offense", going out
there, making the calls, getting beat up and keep on
going to win the game of sales!
The Golf U.S. Open.
As Tiger wood stood on the 18th hole of the final round,
one stroke behind Rocco Mediate, Rocco already had lost
in his mind. When interviewed as Tiger was about
to hit his last shot to tie him and force a playoff, I
believe Rocco had already lost in his mind. He did
not sound confident about the situation and going out
and beating the number one player in the world. As time
would tell, they fought fiercely on Monday during the
playoff and eventually Tiger prevailed. I believe
it was about confidence and about belief. Do you
believe? |
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Final sales lessons from
Kung Fu Panda
Over the last two weeks I
have shared a few lessons I learned while watching the movie
Kung Fu Panda. This week we take a final look at two
more elements of the movie that apply to sales.
The furious Five, which were
the most skillful and determined Kung Fu Fighters:, crane,
snake, monkey, tiger and Mantis, were different.
All had different strengths and weaknesses, however, they
were all worthy of being at the top of their game.
Winners come in all shapes and sizes. Applying this to
sales it means that, you don't have to be the best looking,
the tallest, shortest, most sociable, etc. . All you
have to do is work on developing your strengths and being
the best you can be.
The final lesson is about how
Po, the big Panda, is trained to become the best. His
master finally realized that he would not be able to train
him like he had trained the others. He decided to
train his speed by taking a dumpling away from him!
Much like the Karate Kid was trained, remember "wax on, wax
off", Kung Fu Panda was able to become better and better
using a training program that worked for him!
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The fine art of questioning
This
week I enjoyed a lovely lunch with a couple of colleagues and
was amazed by one of the person's ability to listen carefully
and question skillfully. As soon as we got there, he
started asking the most fascinating questions and then listened
carefully to the responses. Not just nodding, but really
listening, internalizing and understanding the meaning of the
responses he got. Then based on that, he continued to
questions. He was able to get some wonderful information
that you and I probably had never thought of.
Translating this into sales, the ability to ask deep and
important questions of your prospects and clients, really is the
difference between an average salesperson and an outstanding
salesperson. If you ask the right questions, you will get
the answers you need to help your prospects get happily involved
with your product or service.
They say
that "selling isn't telling" and I agree. The more you
ask, the more you sell.
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MediaSalesSuccess.com
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Houston,
TX 77079
Phone:
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