In This Issue

1. Subscribe
2. Time Management
3. Book Announcement

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Time Management Tip

Email Hell!

If you get and reply to more than 40 or 50 emails a day you are not being productive. You are being reactive. Being reactive can lead to the fantasy that you are getting things done.

Here is an idea: Make sure that every email that you reply to has a valid business reason and a reasonable expectation that some business will result from the interaction. If not, resist the temptation to reply until you are off peak hours.

Here’s another idea: if you have emails that you have not read that are more than 10 days old, just mark them as “read” and move on. You will never be able to read every single email and will never be caught up, so just accept it and move on. Start fresh every day.

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.

How much do you push yourself?

Nothing great was ever accomplished without great effort. No great results were ever achieved without sacrifice. It is the reality.

If you want to be great in sales, you have to push yourself a little harder. You have to give a little more every day in every way. You have to become a better prospector, a better communicator, a better presenter, a better questioner, a better closer, and better at following up. You have to know your product better, know your competition better, and you have to know your prospects and clients better.

What you know and have done until today has gotten you to where you are today. But if you want to be better off than you are, you have to continue to reinvent yourself, your knowledge, your methods.

So push yourself to go for more. Focus on improving just 0.1% in every area every day. Before you know it you will be 100% better and in a few years you will be 1000% better than you are today!

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Handling different personalities

Even though every human being’s personality is different from each other, psychologists tell us that there are 4 major personality styles. These have been defined with different terms by different methods. The one I like the most is the Driver, Expressive, Amiable and Analytical. Here are a few guidelines for each and how to sell to each of them.

Driver -Task driven, short answers, knows what they want, and acts quickly. Sell them by offering turn key solutions, all inclusive situations. They like short meetings and say yes or no quickly. Be ready to roll.

Expressive -Sociable, likes to talk a lot, wants to do a lot of things, and has a lot of ideas. Sell them by following along and adapting your ideas to theirs. They are big picture driven and don’t look at little details.

Amiable – Very sociable, relationship based, wants consensus and everyone to be happy. Sell them by offering solutions that are flexible to make everyone happy. Let them know that you are there for them.

Analytical – Numbers and task driven. Very detail oriented. Keeps a distance. Sell them by offering numbers and statistics. They love numbers. Give them every detail possible.

Of course everyone is multidimensional and has a little of each style in them, however they typically have a dominant style.  Figure out which one your prospect or client has and sell them in their preferred mode.

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Just say NO

During the course of the day, you will be tempted by many things. Interruptions from co-workers, unsolicited emails, chain mail, phone calls. You name it.

It’s easy to get distracted and accept their interruption. If you blink, ten minutes will have gone by. If you blink twice, an hour will have gone by. The result: you lost track of your day and your money!  Think about it this way. Every minute that you spend in a non-sales activity can cost you hundreds, if not thousands of dollars.

You may think that it is too dramatic and exaggerated. However, if you miss the last flight out by just a minute, you will have to wait another day. It is the same with sales. If you are wasting your time in idle chatter, non-sales driven activities, you are letting someone else get your business!

So the next time someone wants your time and attention, make sure it is worth it, or just say NO. Of course you can say it nicely with a phrase like: “I have limited time right now, can we discuss this later on?” or come up with one of your own.

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