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January 19, 2009 Issue 046
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Ideas, advice, tips and much more!
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Please forward this newsletter to all
your friends and colleagues across the country!
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Time Management Tip
Nothing
wastes more time than starting and stopping on the same project
or jumping from one type of task to another.
Try grouping your tasks. Set aside a time to return
all emails. Set a time to make outbound calls. Set a time to
return calls. Set a time to work on proposals.
You will
be much more productive if you
make five or ten calls in a row than if you jump
around trying to figure out where you are and what to do next.
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Click here to download a
free time grid to plan and
account for your work week!
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Phrase of the week:
“I’m fired up! Ready to go”
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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."
The release of the book is
scheduled for June 1, 2009
Stay tuned for more details and the seminar tour coming to a city near you
following the book release.
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Past Issues Click Here
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The Master Key to Riches
Which of these is the
key to success?
a)
Discipline
b)
Luck
c)
Clear goals
d)
All of the above
The correct answer is
discipline. Discipline
creates luck. And of course you cannot achieve goals without discipline.
Discipline has been defined as: “The ability to do
what you need to do, when you need to do it, whether you feel like it or
not.” It has also been defined as:
“the ability to do what you need to do when the initial enthusiasm of
your goal is gone.”
Anyway you look at it, it takes a lot of hard work and discipline to get ahead. It takes discipline to raise your children. It takes discipline to stay in shape.
It takes discipline to be a
good husband or wife. Any one can do anything when they feel like it. But the real successful
people
push themselves to do what
they must do to when they should.
You can accomplish any goal you can set for yourself. If
you have a clear goal, a motive for doing it and most importantly, the discipline
to do what you must do.
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Back
to top
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Three Magic Words…
Follow-up, Follow-up,
Follow-up
In
the world of sales, follow-up
is one of the most important
skills that we must master. You see, sales are not made when we are ready
to sell. They are made when the prospect or client is ready to buy. They buy
because they need something, not because you need to sell something.
The
question then becomes, how do you “show up”
when they are ready? You follow-up!
Do you send your
prospects
and clients articles? Do you call them on their birthday? Do you stay in
touch via phone, email or fax
at least once per month? Do you
stop by un-announced and bring
them donuts? What do you do?
There
are many ways for you to follow-up
and stay in touch with prospects. Pick the one that you are most
comfortable with and make a plan.
Then put that
plan into action. Discipline
yourself to follow-up and you will
be surprised how much business
starts to come back to you because you stayed in touch.
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Back to top
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Off the record…
Several
years ago I attended a sales training course by Rick Wilcoxon
and I learned a “magic phrase.” For some reason I had not used it on
years, but last week when meeting a new prospect, I decided to use it and whoa! It worked like magic!
This is
how you use it: You lower your
voice and you ask: “off the record…” and then you as a question.
When
the prospects feels
that they are “off the record” they completely
transform and open up. They tell you the real story and they help you make the sale. Of course what they say to you is meant
to be confidential because they are off the record and you MUST honor that.
Otherwise, they will lose trust in you.
Go
ahead and try it. You will be
amazed at the results.
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MediaSalesSuccess.com
10807
Lasso Lane
Houston, TX 77079
Phone: 832-202-6085
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Every week, we will
entertain and enlighten you with tips,
ideas, and stories to help you
increase your sales. Even though this newsletter is designed for sales
professionals who primarily
sell advertising in media outlets such as radio and TV stations, magazines,
newspapers,
etc., the ideas shared here are universal in scope
and will help any and all sales
people
make more money.
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