In This Issue

1. Subscribe
2. Time Management
3. Book Announcement

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Time Management Tip

There's no such thing as perfect

One of the biggest time killers is the search for perfection.  NIke best described the ultimate time management motto:  Just Do It! (TM).  We spend a lot of time trying to make things perfect.  An email, a presentation, a voicemail, a report.  I am not saying that you should be sloppy, incomplete or irresponsible.  I am saying that spending more time trying to perfect something that no one will notice, except you, is a complete waste of time.  The color of the font, the size of the picture, etc.  Once your project is good enough, or 99% perfect, go with it.  Trying to make the 100% mark can kill the rest of your day and kill you momentum.

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.

Persistence

If you asked three of your friends to describe you in five words or less, what would they say?

Would they say you are persistent? 

I hope they do, because in the game of sales, this is one of the key ingredients for long term success.  You see, in the field of media sales, you get an infinite number of opportunities at getting business from one client.  There are the traditional buys, NTR, incremental budgets, next month, next quarter, the quarter after that, and of course there is the ultimate: "next year".  Unlike most lines of sales, in media sales, buyers typically buy more than one medium, and they buy often.  Just because you did not get their business this month, doesn't mean you can't get it on your next attempt.

However, persistence is the key to breaking into an account.  If you give up on a certain account, chances are you are missing out on future business.  I believe that sometimes, buyers test us to see if we really believe in the product we are selling. Put yourself in their place.  They get many calls from new reps and new media outlets ALL THE TIME!  How are they to separate the fly-by-nights from the real McCoy's?  They test them over time!  If you hang in there long enough, you just might get the business.

Be persistent and you will win!

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Do You Believe in Yourself?

When  asked if they believe in themselves, most salespeople would answer: "of course I do, I believe in myself."  But when if comes down to the nitty gritty, the reality is that they really don't. 

They believe in numbers and in everything their manager tells them to say.  They believe the research pieces that the company prepares, and they go out to see clients showing all these fancy presentations.  They hope that their prospects will believe what they present and hope they will buy.

If the clients don't buy, they make excuses about the numbers, the products, etc.  However, they never admit, "I didn't give 110% of myself.  I didn't believe that I could close the deal." 

So next time you are about to go on a call, take a good look in the mirror and challenge yourself to believe in yourself.  Clients buy enthusiasm and confidence, not numbers and research.  They want to believe in YOU.

Don't disappoint them.

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If not now, then when?

Are you one of those salespeople that is just below average, lurking around a successful staff, kind of shy of breaking out to become a big success?

Maybe you are comparing yourself to others and thinking, I am too young, too old, too tall, too short, too white, too black, too nice, too shy, not connected, new to the city...whah, whah, whah.

I have three words for you:  Get over it!

No matter what situation you are in, there will always be excuses to keep yourself from being the best that you can be. And guess what, those other people who are doing better than you, where once in the same situation.  The difference is that at some point, they decided to stop whining and get going.

The time for your success is now.  You know what you need to do.  If you are not sure, ask your manager, she will tell you in less than five minutes.

Only you can propel yourself to become outstanding.  Get going now.

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