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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
Time
Management Tip
If you can do it fast, do it right away.
There are many little tasks that we have to do, but we never
get around to. Knowing that we still need to do these
things, can be a big burden. Your brain keeps sending you
messages to remind you and keeps you from completing o those
big tasks we have discussed. Here's a tip that can help.
If it's something that will take less than two minutes, go
ahead and do it when you think about it. Respond to an
email, return a call, leave a message, turn in a form.
Get it out of the way and your mind will clear so you can
focus on the most important tasks.
Click here to download
a free time grid to plan and account for your work week!
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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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Do you keep your word?
In business, your word is
everything. People expect you to live up to the commitments that
you make verbally or in writing. Especially those commitments
that you make verbally. You better watch your mouth on a regular
basis, because people expect you to do what you say you are going
to do. If you casually tell a client or a prospect that you will
be doing something for them, you better follow up and follow
through on your promise.
Everyone knows that talk is cheap. It's easy to go off and
promise or comment that you will do something for someone. But,
do people really expect you to do it? Let's take a look. Since
most people don't do what they say they are going to do, people
expect that from you as well. If you do go with that crowd, you
will become part of the "bunch" that promises and doesn't
deliver. On the other hand, if you are careful with your
promises and do follow through, you will automatically stand out
in your prospects' and clients' minds. This will set you apart
and will be the foundation for a great career in sales.
So be careful what you say. Make mental, or better yet, written
notes during conversation so you have all the important
information available to you. Then, carefully go through your
notes and make sure you do what you said you were going to do.
Your credibility will increase and so will your bank account.
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Have you met your
prospect face to face?
Have you ever stopped to wonder what really is
going through the minds of your prospects when you talk to them on the
phone?
Honestly, they are thinking of everything in
the world except you and what you have to offer. This is especially
true if you have not met them face to face. If the prospect has met
you in person, they can put a face to the voice, which makes all the
difference in the world .
This week I had the opportunity to meet face
to face with a prospect that I had barely been able to get on the phone.
I met him by accident at a ballgame and...viola! The next day, not
only did he take my call right away, but he talked to me on the phone for
almost 30 minutes!
This is the magic of a face to face
connection. Whenever possible, make an effort to meet your prospects
in person, through a third party introduction, or at a place they
frequent. You'll be amazed at the change in their response to you. |
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The fine art of questioning
This
week I enjoyed a lovely lunch with a couple of colleagues and
was amazed by one of the person's ability to listen carefully
and question skillfully. As soon as we got there, he
started asking the most fascinating questions and then listened
carefully to the responses. Not just nodding, but really
listening, internalizing and understanding the meaning of the
responses he got. Then based on that, he continued to
questions. He was able to get some wonderful information
that you and I probably had never thought of.
Translating this into sales, the ability to ask deep and
important questions of your prospects and clients, really is the
difference between an average salesperson and an outstanding
salesperson. If you ask the right questions, you will get
the answers you need to help your prospects get happily involved
with your product or service.
They say
that "selling isn't telling" and I agree. The more you
ask, the more you sell.
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