In This Issue

1. Subscribe
2. Time Management
3. Book Announcement

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Time Management Tip

Make a list

Does it ever happen to you that you go through a day, really busy, lots of activity and at the end of the day you can't recall what you did, or what you accomplished? And the worst part is, you forgot to do something that was rather important.  It happens to all of us.  I suggest using a list and include every single thing that you do during the day.  Even if it is just a casual conversation in the hallway, or sending a quick email.  you will be surprised at how much you actually do in a day, and how many things you do are not urgent or important.  Most importantly, keeping a list makes sure that you do get to the most important thing you have to do that 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.

The Power of Asking

I have come to believe that you truly can have anything in life.  All you have to do is ask.  Yes it may sound simple and ridiculous.  However, you would be amazed at the results you get when you ask.

Ask you friends and family for information, for favors, for help. Chances are they are willing to comply.

Ask a stranger for information, for a favor or for help, and chances are they will also comply.

Ask you customers for information, for commitments, and for the order, and chances are they will also comply!

You will be amazed at the results.  I believe that in life you don't get what you deserve, you get what you ask for.  One thing is for sure, if you don't ask, you don't get.

Try it for a week and let me know how it goes.

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Excitement is Contagious

I have written about this in the past and I figured it's time to revisit the topic.  The bottom line in sales is that it is a transfer of confidence between you and the prospect. 

You can know every feature about your product or service.  You can know all the closing techniques.  You can have the lowest price for the best product.  But if you don't have enthusiasm, you won't succeed in sales.

You see, people buy people, and enthusiasm is the base for likeability.  Nobody likes someone who slurs their speech, drags their feet, and doesn't transmit a positive vibe.  So in order for you to get in the door and get prospects interested, you must increase your enthusiasm.

Now, I don't mean bouncing of the walls silly, loud obnoxious voices and laughter, and over the top fakeness.  I mean, sit up straight, walk and talk with confidence, believe in whatever it is you are selling and tell you story with passion!

If you increase your enthusiasm, your bank account will too.

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How much are your customers worth?

If you are planning on making a career in sales, let me share with you one of the most important tips you will ever learn.  What your clients are worth.

It's really simple math, but it amazes me, how many salespeople and management take it for granted.  Take the average sale that you make to a customer, multiply it by how many times they buy per year. Multiply it by five years and if you would like, multiply by your commission rate. 

For example:

$5,000 per month x 10 moths/year x 5 years = $250,000  x 15% commission = $37,500.

So next time you are talking to a customer, don't treat them like a $5,000 customer.  Treat them like a $250,000 customer! I am sure that with this paradigm shift, you will treat them MUCH better and they will feel it.  And when they feel that they are treated exceptionally well, they will probably give you more business.

Every body wins when you treat them right.

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