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Febraury 2, 2009 Issue 048
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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
Experts
have found that nearly 80% of things or items that get filed or put away, will never be used again, In fact, most of those
things will end up in the trash a few years from now.
The
reality is that whatever information you are filing for another day, will
most likely never be used. If you decide to file it, you are doing three
things that are costly: 1) You are creating work for someone to file it. 2)
You are using up space in you cabinets. 3) You are creating work for
someone in the future when they have to discard it.
So next
time you are about to put stuff in the “file” pile, think about it
carefully and decide whether or not: a) you will need that exact document
in the future, b) you cannot get it somewhere else, and c) can you file
it electronically so you do not have to take up space.
Save time
and space by only filing the stuff you will really need. If you can live
without it, get rid of it!
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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:
“Nothing feels better than knowing you are doing the
best you can do at any given time.”
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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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Read the Directions Carefully
In the field of sales,
you are always under a microscope. The way you dress, the way you talk,
the way you walk, the way you present yourself. Every little detail is under severe
scrutiny by your potential and existing buyers.
So, with that in
mind, there is absolutely no excuse for the salesperson who shows up late for a meeting because “they couldn’t
find the place.” Not finding the
place typically means that the salesperson fell into one of the following
bad habits:
A)
They didn’t listen and didn’t write down the directions to the
place they were to meet the client.
B)
They did listen and write down the directions, but forgot to take
their notes with them.
C)
They did listen and did take the notes with them, but failed to
read them carefully and missed a detail.
D)
They are directionally challenged and couldn’t figure out where
they were going.
With GPS technology, Google
maps and other tolls available, there is absolutely no excuse for you to
waste time and arrive late to an appointment. So if you typically fall into one of
these categories, shake yourself up and get it right the first time.
Your clients will
appreciate it and you will gain credibility each and every time you show
up at the right place at the right time.
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Back
to top
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Beware of First Impressions!
I
have always preached that you never know who your next big client may be.
It may be the man sitting next to
you on an airplane. It may be the woman you sit next to at a luncheon. It
may even be someone you meet at your child’s soccer game.
Sometimes,
people do not have their “A” face on. Sometimes people have bad days. Sometimes people have something else on
their mind when they meet you. If
they did not make a good first impression on you, it does not mean that
they are bad people and you should write them off.
I have
found that sometimes the second or third time you meet someone is when
you actually get to know the real person.
Sometimes, people may come across as snobby or pretentious when in
reality they are simply shy and insecure. So if you’ve had a bad or disappointing
encounter with someone, don’t categorize them or label them.
Give
yourself a chance to get to know them a little. You may be surprised that
the person of whom you had a bad first impression may become one of your
best clients or even one or your best friends.
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Build it by Following the Steps!
There
are two ways to build something. You
can attempt to build it by trial and error without a plan or sequence. Or
you can try by following a set of directions.
Perhaps
you have taken the time to build a pre-fabricated piece of furniture. Or perhaps
assembled a toy for your kids. Or maybe you have cooked something
following a recipe.
When you
open the box, sometimes you feel overwhelmed by the number of parts and
the number of steps needed to complete the project. However, as you follow
the steps, the item begins to take shape and eventually is complete and
looks just like the f[picture on the box (or
recipe book). It is simply amazing that anyone that follows the steps one
by one, in the right sequence, using the right parts, will end up with
exactly the same result.
In
sales, the same is possible. Even
though there is no definite manual for building a successful sales career,
some basics always apply. They are outlined in the formula:
CESAR2
Commitment x Consistency
Energy x Enthusiasm
Study x Sacrifice
Attitude x Ability
Resilience x 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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