In This Issue

1. Subscribe
2. Time Management
3. Book Announcement

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Time Management Tip

Put a time limit

We all have to do many things in our daily routines. And typically, we operate in a mode where we have more to do than we have time for.

One way to attempt to do it is by setting time limits. Set time limits on phone calls, on proposals, on client meetings, on meetings, on unplanned visits. Let people know that you have limited time and when you expect to finish the conversation or meeting.

This will help you stay on track for your day and accomplish more. Of course you have to be flexible and stretch time when needed.

Click here to download a free time grid to plan and account for your work week!

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.

Ready, Set…Sell!

If I ran into you today at a Starbucks, would you be ready to make a presentation and sell me something? You should.

As I have mentioned before, in selling, we should be “ON” 24/7, especially on weekdays. I recently ran into a lady that sells communications services (phone, internet, data, etc.). I invited her to come in and make a presentation about her services and how she may be able to save us money.

I have to say I was very impressed that she had all her materials with her; brochures, price sheets, testimonials. Based on her preparation I granted her a second appointment to go over additional details that will help me make a decision to switch to her company.

Should you be so lucky to run into someone that wants to buy what you sell, will you be ready?

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Get it in Writing

In the heat of the moment, clients can make promises they do not intend to keep. Unfortunately, we as sales people can get excited and buy into their promise without full consideration of the consequences.

That’s why it is important to get the client’s words in writing and get a signature of agreement to their promise. You see, it is easy for a client to make you jump through hoops, customize your product, organize additional things, only to back out without fulfilling their contract. After all, it is not costing them any more and we are the ones left with wasted time, unusable products and no money.

So make sure that you cover all your bases and get their promise in writing. At least, you’ll have something to back you up when you demand payment for your services.

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Set Clear Expectations

Many disagreements can be prevented by setting clear expectations ahead of time. In sales, what we sell is a promise. A promise that our product or service will perform for the client.

But to what level of performance will it deliver. That’s where disagreements begin. Your client may be thinking that the product or service will perform at X level and in reality it may only be able to perform at Q level. That difference is where buyers lose trust in salespeople. They thought they where buying X and they got Q.

So be sure to set clear expectations with your clients. Whether it’s a tangible product or a service, be sure that they understand clearly what you can and cannot deliver.  When expectations are clear, both parties are happy.

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MediaSalesSuccess.com
10807 Lasso Lane
Houston, TX 77079
Phone: 832-202-6085