In This Issue

1. Subscribe
2. Time Management
3. Book Announcement

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Time Management Tip

Getting it all done!

In today's busy world, you will never have time to do it all.  Sad but true.  So what do you do when you face days or weeks when you are overwhelmed with so much to do and not enough time?  May I suggest you focus on your closest sale.  Make sure you work on the tasks that are closest to completing a sale.  Sometimes it is creating or sending a proposal.  Sometimes it's making a call.  Sometimes it's driving across town to meet face to face with a client.  Whatever you do, do what you need to do to get the sale.  At the end of the day, our profession is only measured in one dimension:  How much is in the books.  So go get the order and have a great week!

Having trouble controlling your time?  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.

Buying Signals

When meeting with clients, one of the biggest challenges, is deciding when they may be ready for you to move into a closing sequence.  The traditional selling sequence teaches us to: establish rapport and credibility, ask questions, present your product, answer objections and then move to a close.

However, very rarely do we have a "text book" meeting with a client.  The reality is that we tend to lose control of the situation because of distractions on the part of the client, tangent conversations, insecurity on our part and inability to stick to the selling sequence.  However, this does not mean that we cannot close a sale.

Many times, in spite of the sequence falling apart, the client gives you clues that they want to buy. You just have to listen for the buying signals. Direct questions that challenge your product and your request for business, are sometimes the most difficult to answer. However if you are able to clearly define why they will be making a wise decision investing in your products, the sale is made.  To do this, you must know what they have done in the past, what they are doing now, and how your product is different that what they are currently doing.

So listen and observe for buying signals.  If you have the right answers, you get the sale.

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Follow the patterns

Have you ever made Duncan Hines brownies following the recipe from the box?  If you follow the steps carefully and in detail, you should get perfect, delicious brownies that will impress even the toughest critics.  IF you want your career to be a success, then you too can follow a recipe.

These are the ingredients:  initiative, thirst for knowledge, drive to accomplish, action, discipline and patience.  Applied in that sequence, you have the base for a solid career in any business. Applied out of order and the recipe starts to deviate.  Apply too much of one and not enough of another and the recipe also starts to deviate. Take one of the ingredients out and you get a different result.

Other successful people in your field have been successful for a reason.  Study the top performers in your industry and in your company, and then follow their patterns. If you do what they do, you too can be a top performer and enjoy the rewards.

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Everywhere, all the time.

This week I was reminded why I love this business so much.  We the sales people are the foundation of free enterprise.  We make things happen.  We generate the sales that provide employment and the ability to make the economy turn.  As it has been said before, "nothing happens until we make a sale."

And to make a sale you need to be noticed.  You have to constantly remind your clients and prospects, who you are, what you do and how to get a hold of you.  One of the best ways to accomplish this is to constantly be out there in the community and be seen.  Show up at industry meetings.  Show up at chambers of commerce meetings.  Show up at concerts and events where your clients and prospects may be. Show up at restaurants where your clients are likely to be.

You will be amazed at how much business you can get just by marketing yourself with your presence.  Business people who see you out there on a regular basis will know that you are for real, that you are a mover and shaker and that you mean business. So make sure that your personal marketing plan includes being everywhere, all the time.

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