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In This Issue
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1.
Subscribe
2. Time Management
3. Congratulations
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Time
Management Tip
Be Quick
You can do things fast
or you can do them slow. The choice is yours. As we are overwhelmed every
day with more and more things that we must get to, the best way to get
through it is to have a fast tempo. Once you have your list of things to
do, get started right away and go through the items quickly. Don't fiddle
around. Just do it. Increase the tempo. Now, this doesn't mean you should
do a poor job. It just means that you can speed up your tempo and get the
same done in less time. Try it for a week. Speed things up a notch and you
will get more done.
Click here to download
a free time grid to plan and account for your work week!
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Congratulations to...
...the AAF Houston, Randy
Jackson (CBS Outdoor) Lisa Riley (Clear Channel Outdoor) and the entire
committee that put together the AAF Houston Trailblazer Awards last
weekend. What a great event!
...Beth Lavine of COX
Radio Houston for recently graduating from the NAB Leadership program. |
The Ultimate Guide to
Success in Media Sales!
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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Are you talking over
their head?
I
am a big believer that product and market knowledge are essential to
success in sales. They are the foundation for your confidence in what you
are doing, and the basis to establish credibility with your potential
buyers.
But be careful how much product knowledge you
dump out there in front of the customer. You should "test" the buyer as to
what level of knowledge they are in, so you can speak to them in a
language they can understand.
Recently I had the experience where a super
enthusiastic owner of a company was showing us his products and started
talking about CHI, BDF, SMPTE, HDMI, XVGA, and a bunch of other
terminology that was completely out of my league! I was completely lost!
I am sure that my company uses what he sells, but it was a complete
turnoff to have to listen to him and I had no clue what he was talking
about. I felt clueless.
So when you are in conversation with a
prospect, make sure that you can go down, or up, to their level. They will
feel much better about themselves and increase the likelihood that you can
earn their business. |
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Ask open ended
questions...
In selling, the more information you have,
the better off you are to position yourself to make a sale. As they say,
"Knowledge is power." And the best way to get information is to be
prepared with and comfortable asking open ended questions.
Open ended questions are those that cannot
be answered with a Yes or No. They typically start with the words "What,
How, When, Where, Why, Who. Open ended questions can also be asked in the
form of a statement: for example..."Tell me about..., Help me
understand..."
When you ask open ended questions, the
prospect or client has to answer with more than a yes or no, and typically
gives you more information than you anticipated.
One note about questioning: don't be afraid
to ask. Sometimes we feel that we will be intruding in the other
person's business, but we really are not. If you don't have the
information that you need, you will not be able to help them. So go
ahead: ask and they will answer.
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Confident expectation
In life and in business you get what you
expect. And what you expect is largely determined by your experiences and
your beliefs. If you believe you are an average person, you will be.
If you believe you are the best and pour your heart to it, you will become
the best.
And making sales is no different. It's a
battlefield out there. There are more sellers than buyers. And you have
complete control of the most powerful competitive edge anyone could have:
your belief. You see, in order for your prospects to take action and
buy whatever product or service you are selling, you must confidently
expect them to buy.
If you go in to a sales call without the
full conviction and expectation that they will buy, chances are slim to
none that you will get the business. You have something very valuable and
helpful for the customer. Believe in it and confidently expect them to
buy.
Buyers buy conviction. They buy confidence.
They buy enthusiasm. Do you have it?
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