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February 16, 2009 Issue 050
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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
Organization
is essential to success. If you work in sales, there is no doubt a
considerable amount of paper that goes through your hands every day.
Whether you
work in an office setting, or are on the streets most of the time,
folders are a BIG help to keep you organized.
Take a
moment to make a list of all the things that you normally come across on
a regular day. Next, divide those items or issues into five main
categories or groups. Then, create a folder for each one and have those
within reach on your desk, in your car or in your briefcase.
Make sure
that all the papers that go through your hand,
end up in the correct folder for future retrieval. This will save you
time and preserve your sanity. It’s a small task that makes a big
difference.
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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:
“The most important thing is to keep the most
important thing the most important thing.”
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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
I’m tired of losing
As you may know, I play
tennis every Sunday. I have to admit that I am not the greatest, but I can
hold my own above average. I play in a doubles league with my wife as my
partner. The league is kind of a “friendly” league with no champion at
the end of the season.
Even though we are
not playing for a championship, there is a winner and a loser for every
point and every game. And of course, someone has to win the match. And as
a result, there is also a loser.
Since we started play
in the league in early January, I have been playing “nice” to the other
teams, many of which are our personal friends and neighbors. The attitude
has been that we are there to have fun and whoever wins, oh well. Not very
competitive. This “niceness” has translated into some wins and some
losses. Well, I am tired of losing. Especially, the games that we should
have blown them off the court.
This may also happen
to you in sales. You go into a selling situation very casually, very
nice, and not very aggressive. Your thinking may be, “let’s see if we can
make a sale. If we do, great. If
we don’t, oh well. We’ll get the next one.” Let’s stop kidding ourselves.
In this day and age,
with so much competition and so little room for error, we must step it
up. We must go into every sales
call with a do or die attitude. We must try to win every point. We must
be persuasive, decisive, and firm. We must be ready to fight for that
sale, because if we don’t get them now, we may never get them again.
Every sale matters. Every
word you say counts. Every success or failure depends on you being at
your very best in every sales call. So stop being “too nice” and get the
order.
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What do your clients say about
you when you are not there?
Superbowl Sunday after tennis, my wife and I, and a group of
friends decided to sit outside and enjoy the wonderful January weather in
Houston: 78 degrees and sunny! While
sitting there, I listened in on the conversation between my wife and two
of her friends. I will change the names to protect their identity.
What you
are about to read may shock you. Most importantly, it may be a wakeup
call about what your clients may be saying about you when you are not
there.
Amy: “I
have to take the kids to the dentist in a couple of weeks”
Allie:
“What dentist do you go to?”
Amy: “Dr.
Smith, he is so great. The kids love it, how about you, where do you take
them?”
Allie:
“Dr. Rogers, he is horrible! I’m just too lazy to change!”
Ann: “My
dentist ruined my tooth…I Hate
him!”
Sounds
like only one of the three women was happy with their dentist. The other two were ready to change as
soon as they get around to it. I am sure that the dentists of the two
unhappy ones have no idea they feel that way. If they did indeed switch
to another dentist, they probably wouldn’t even notice! And about the
dentist with the happy patient, does the dentist know she is happy with the
service she is getting?
Take a
moment and think about your own clients. If they were at their club
hanging out with friends and the topic of conversation steered to a
discussion of the product or service that you provide, what would be your
client’s take on you and your company? Would they be the ones that love
you, the one that thinks you’re horrible, or the one that hates you?
If
they left you, would you even know?
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Keep your cool
Getting
mad in any setting is not cool. Recently I witnessed someone losing their
cool at the office supply store. It seems that they did not have the item
that the person was looking for.
What
difference will it make to humiliate the poor employee and lower their
self esteem? They did not make the rules and they did not select or design
the products. They just work there.
If
you get angry in a situation like that, you are the one that loses. The minute
you walk out the door, the clerk will forget about you and go on about
their day. You on the other hand, will carry that bad feeling all day. It
will affect your work, your relationships and maybe even your pocket.
So next
time you are in a challenging situation that may cause anger, keep your
cool. It’s not worth it to get mad.
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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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