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June 1, 2009 Issue 113
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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
Q: How
long does it take to complete a task or project?
A: However
long you allow it to.
As you plan
your day full of activities, appointments and calls to make, make sure
that you are allowing yourself the right amount of time to complete a
task. Give yourself enough time to do it right without rushing. But don’t
give yourself too much time such that you end up procrastinating and
putting it off because you have “plenty of time to do it.”
Estimating
time can be hard because it is hard to plan for interruptions. Be
realistic and think about how much time it would take you to complete a
task if you had absolutely no interruptions and your mind did not wonder
elsewhere while you are on task.
Then add another 30 or 50% to the time and that should give you a
realistic estimate.
Then, as
we have discussed in other articles, do your best to minimize interruptions
and focus exclusively on the task at hand. When you complete the task in less time
than you anticipated, you will have an exhilarating feeling of
accomplishment and feel much better about yourself. This will give you a blast of energy to
tackle the next task ,and the next, and the
next.
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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 now scheduled
for July 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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Please
take our 1 minute survey!
Click
Here
You are ALWAYS on
Sales is not a 9 to 5
job! If you think that you can walk in at 9 and be a sales person and
when 5 o’clock comes around you can leave and not be a sales person, you
are in the wrong business.
Sales is and must be
a 24-hour job. Your radar must always be on for new ideas and new
prospects. Opportunity is all around you, but you must be on the
lookout. If you are not, it will
pass you by. Let everyone you talk to know what you do and how to get in
touch with you. You never know where your next client will come from.
One additional note:
Your behavior and appearance outside of the 9 to 5 should be as good as
they are during business hours.
You never know which client or prospect you may run into at the
corner store. You never know who
is playing tennis on the court next to you. You never know who is sitting two
tables away at a restaurant. If your behavior and appearance are not up
to par in public places, you may miss an opportunity to impress, or even
worse, you may destroy the image that you worked so hard to develop with
prospects or clients.
From now on, you are
always on!
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Back
to top
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Are you difficult to do business with?
It amazes me sometimes
when salespeople complain about business being slow or down, yet when you
take a look at their modus operandi, it is clear why their business may
be that way.
Think about your own
modus operandi. Do you…
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Return all calls within 3 or 4 business hours?
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Reply to all emails within 3 or 4 business hours?
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Deliver proposals when you said you would?
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Show up for appointments at least five minutes ahead of your
scheduled time?
Of course, these details
do not guarantee sales, but it sure makes prospects and clients much more
likely to want to do business with you.
In today’s age of speed-of-light communications, clients and
prospects expect you to be fast and responsive in real time.
I
know you have a lot on your plate.
However, do your best to respond sooner rather than later, and
they will be much more likely to do business with you.
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Back to top
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You must be present to win!
Sales is all about
opportunity. Being at the right place at the right time. And then, taking
advantage of the opportunity to make something out of it. But you must be present to win. You
have to show up.
Whether you are
building your personal and business network within a chamber of commerce,
an industry organization, or an affinity group, it is important that you
show up constantly. Long-term relationships are built exactly that way:
Long-term.
When joining or
attending an organization, make sure that you get to be known by the key
people of the organization and offer to contribute. Not only money, but
most importantly, time and ideas. The leaders in any organization welcome
newcomers and can help you quickly get established within the group.
Go
straight to the top. Introduce
yourself to the President and Directors of the group and let them know
who you are and what your intentions are. They will be glad to help.
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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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