In This Issue

1. Subscribe
2. Time Management
3. Book Announcement

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Time Management Tip

Do it while you can

Do you ever just leave things up to the last minute just because?  Perhaps you procrastinate and put it off until the last minute.  I usually write this newsletter on Sunday evenings around 8pm.  The weekend is winding down, the house is calm and my head is transitioning back to the work week.  However, last Sunday night, I decided to put it off for a while.  As it got later and later, and I finally got around to doing it, my internet connection was down.  And there I was, stressed out because I was not able to send out my newsletter commitment to you, my readers all over the world. Finally, the connection came back a couple hours later and I was able to send it out on time.  The lesson learned.  Do it while you can.  Don't put it off just because and save yourself from a possible inconvenience.

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.

Half the year is gone, now what?

It's hard to believe that half of the year is gone.  And there you are, facing a sluggish third quarter and unpredictable fourth.  Now, you're wondering what to do.

Where do you get more business when some advertisers are cutting back? Where do you find new leads and sources for new advertisers? Do you give in to all the negativity you hear in the news, the high gas prices and all of that nonsense?  Or do you fight back, kick it up a notch and take names?

We've all heard the old saying, "When the going gets tough, the tough get going."  I suggest you do exactly that.  In times like these, it's the strong that survive. In times like these, many consider leaving our industry for greener pastures. In times like these, the best in the game bring out their best game.

You still have half a year to make your number.  Make yourself proud. Improve your game. Work harder, work faster, work smarter.  Most of your competitors are blaming the economy, the conditions, etc. Let them drown in their sorrows and go get their money.  There's plenty still out there. You still have time to hit your number for the year and then some.

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Lessons from the Wimbledon finals

If you had a chance to watch the Wimbledon Men's singles finals on Sunday, you experienced what many will consider the best final ever. It was an epic battle between the two top players in the world.  One that seemed to be over fairly easily and then turned the tide.

Leading 6-4, 6-4 and 5-4 in the third set, Rafael Nadal almost had it in the bag.  His first Wimbledon, and the defeat of five-time consecutive defending champion Roger Federer.  But Federer wouldn't go down easy.  He came back to win the set 7-6 and the next set 7-6. Then in the final set, they battled it out with Nadal finally winning it 9-7.

How does it translate into sales?

First, just because you think you have a sale in the bag, it does not mean you have the sale in the bag.  Even at the final point, the sale can slip away. Don't count on it until you actually have it.

Second, just because you are about to lose the sale, don't give up!  Ask one more question.  Offer another option.  Do something to help you stay in the game, if only for another minute.  Things can change with the next question or statement you or the prospect makes.

Third, fight back.  When you are in the game at such a high level, the difference between winning an losing is one point.  Your opponent is just as good as you are.  Let your guard down for just a second and they'll beat you. Don't give up!  Fight! Fight! Fight!

And finally, you can always come back.  Roger Federer congratulated Nadal on his victory and told the crowd, "I'll be back next year."  Same with your prospects.  If you lose a sale, you can always go back with another offering as soon as it is makes sense for your situation.

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Do you put in overtime?

Last Saturday morning while driving to a commercial shoot, I noticed a salesperson's car parked at their office.  It was easy to spot.  It was the only vehicle in the parking lot.  I grinned when I drove by, but I wasn't surprised. 

You see, this salesperson is usually the first one in the office and the last one to leave. She takes short lunches and as I mentioned, she puts in  time on Saturdays as well. She has done this ever since I've known her and her results are phenomenal.

Many people wonder, how come so and so is so successful?  I have a very simple answer.  You put in the time and effort, you get the results.  It's not easy, but it is simple. You can show up every day and put in time, but without effort, there will be no results.

Are you willing to put in the time and effort to become outstanding?

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