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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
Pressure yourself
In life you react to
two types of pressures: External and Internal. External are those put upon
you by your boss, your spouse, and the world around you. Internal
pressures are those put on you by yourself. Typically, we react and
respond more to external pressures, however, we are the only ones who can
really pressure ourselves to do anything. In reality, a response to
external pressure is an internal pressure to respond to those external
pressures. So why not put a little extra pressure on yourself to get going
and do what you need to do. Time management is all about doing the
most important things, so put pressure on yourself to get the most
important things done. Then, everything else falls into place.
Click here to download
a free time grid to plan and account for your work week!
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Congratulations to...
...Rocky Harris for
joining the Houston Dynamo. Rocky oversees all marketing and
communications efforts of the two time (and current) MLS Champions!
...Stan and Lou
Advertising on celebrating their 20th anniversary last month. We are
looking forward to the next 20! |
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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Don't be too
emotional...
Sometimes you win some. Sometimes you lose some. That is the name of
the game. In the end, the goal is to win as many as you can. But the
reality is that in the game of sales chances are your success ratio will
be less than 40%. If you are really good, maybe 50 or 60%.
As much as I promote personal development and
getting in "sales" shape by reading, listening to audio tapes and
attending seminars, one thing is for sure. Not everyone will buy. They
won't buy for many reasons. It's not the right time, no budget, not the
right product, not the right size company for your offering, they already
bought from your competition, they don't like your product, they are
prejudiced, they are jealous of your success...and so many more reasons it
would take pages to list them all.
So as you face (and take) rejection, don't
take it personal and don't let it get to you. Don't let the feeling of
frustration and rejection get to you. Instead, focus on the fact,
that the more you get rejected and lose sales opportunities, the closer
you are to getting a sale. The rejection is temporary. When rejected, take
the perfect antidote: review your success list, remind yourself how
good you are and go see another prospect or client! |
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Prepare for you sales
presentation...
Nothing is more embarrassing than showing
up to a meeting with a prospect or client and not being prepared. You know
the feeling. You've done it many times. You get to the meeting and you try
to pull out your product or service brochure or demo and it's not there.
You smoothly transition to go along with whatever you find stuffed in your
briefcase and wing it. Not a good idea.
Preparation is the mark of the
professional. The more prepared you are, the more confident you are. The
more confident you are, the more calm and relaxed you will be, the more
thorough you will be and the more likely you are to make a sale.
Do yourself and your company a favor.
Prepare for every sales presentation. Do your pre-call research.
Learn about the clients business, industry, competition, current and past
marketing efforts and any other information you can possibly dig up. If
you know what you are talking about, your clients will respect you and
trust you. and the increases your chances for a sale. |
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You are a sales person, not a presenter
You know the saying: "Ask and you shall
receive." it is very true. Especially in the world of sales. Depending on
what your expectations are, you will live up to them. So when visiting or
meeting with a client, make sure that you decide ahead of time, what
results you want or expect from the meeting.
If you think that you are going in for a
sales presentation, that is exactly what you will transmit. You will act
and respond in a manner that the client perceives and even expects that
you do not want a commitment. These types of meeting usually result in the
classics: "I have to think it over", "well consider it" or "we'll call you
back."
However, if you have a mind set that you
are going in to make a sale, your attitude and your expectations are
different. The client perceives it and is more likely to respond in kind
by giving you a yes or no. either way you win. Knowing that the client has
a final answer is better than being strung along thinking that you have a
chance, when they really are not going to buy you.
Note: this does not mean be aggressive,
pushy or obnoxious which are all turn-offs. Instead, act with the power of
confident expectations. You will be amazed at the results. |
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