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Your
weekly guide to achieve
MediaSalesSuccess.com
Created By Cesar
Rincon
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July 14, 2008
Issue 020
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Ideas, advice, tips
and much more!
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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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Get your own free copy!
Subscribe
today!
If someone
forwarded this issue to you, we invite you to subscribe today. To
subscribe, click on the link above.
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Time Management Tip
Plan your day and stick to it.
Most of
our failures to be productive, come from our inability to stick to a plan
of action. The most common flaw is the fact that most sales people
do not plan their day properly. when you are making a list of the
appointments and things you have to do the next day, make sure you
estimate how long each one will take. It is easy to make a list of
ten things, but if each one of them takes an hour, you will be working
overtime! Plus, there will be interruptions that will add up to
your day. At the end, one of two things will happen. you
exhaust yourself by working too many hours, or you fail to complete the
most important things. Either way you lose. So take the time
to plan you day carefully in 15 minute increments. This may seem
strict, but the more you use it, the better you get. And be strict
with those that want to interrupt you. Say "I am in the middle
of something right now, but I do have some time later today. Can
you please come back then." Use the grid below to make the
most of your time.
Click here to download
a free time grid to plan and account for your work 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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Do
you offer discounts before they ask?
A few weeks ago,
while driving to Galveston, Texas to have lunch with a client, I got
pulled over for speeding. I knew there was a chance to get caught,
after all I had been going over the speed limit pretty much the whole
way. When the officer approached me, I did not even try to get out
of getting a ticket.
When he asked if I
knew why I was getting pulled over, I said, yes I must have been over the
limit. He replied: "you were doing 70 in a 50." I said, I
am sorry officer, I am late to a lunch appointment with a very important
client. Without me even asking, the officer continued "I am
going to write you up for a 55 since that is the minimum we can write you
for. You can just take defensive driving and you can even take care
of it online, so you don't have to come back to Galveston to deal with
it."
Wow, I guess I got
off easy. But it makes me wonder, if that officer was a sales
person, would he be the kind that goes out and discounts the price of
their offering before the client even asks? Would he offer added
value in cases when it is not really needed? Would he give it away
if he could?
What would you do?
Read More
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Be smart, Be
yourself
There more I study sales and motivation, the more
convinced I am that you need more and better skills if you want to stand
out. There is so much to learn. Some many tips, techniques,
close, etc. They all help.
However, with so much information, you can get caught
up in becoming someone else. Don't get confused. The tips,
techniques and closes that you learn are intended to be personalized and
become part of you. Not the other way around. You do not need
to become someone else because you have learned all of these
techniques. You need to be yourself. Learn, modify and apply
as many tips and techniques as you can and you will continue to increase
your sales.
But most importantly, Be smart. Be yourself, and
more sales will come.
Read More
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Make sure you are talking to
the real decision maker...
It amazes me how
often sales people call on prospects that are not the real decision
makers. I know it is exciting to get "in" with a client, but be
true to yourself and determine if this is the right person that you
should be talking to.
There are several
ways to do this. The simplest, yet most difficult, is to directly
ask the prospect: "In a decision like this, do you have to get
approval from others or do you make the final decision?" This
is a difficult question to ask because you do not want to offend or
undermine the prospect's authority. In many cases they will even
lie to you and say they decide by themselves. However, it is better
to go straight to the point and get a decisive answer so you know where
you stand.
Over the years I have
seen so many cases where a salesperson is hopeful that the prospect will
have a decision, only to be notified that "they" (a third
party) decided not to go ahead with the offering.
Don't waste your time
presenting and following up with people that cannot say yes. be
clear who is the final decision maker. This exercise alone will
increase your sales dramatically.
Don't be afraid, just
ask.
Read More
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MediaSalesSuccess.com
10807 Lasso Lane
Houston, TX 77079
Phone: 832-202-6085
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