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In This Issue
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1.
Subscribe
2. Time Management
3. Book Announcement
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10 Secrets to Sales Success! (TM)
Now available on DVD.
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Time Management Tip
Make a list
Does it ever happen to
you that you go through a day, really busy, lots of activity and at the end
of the day you can't recall what you did, or what you accomplished? And
the worst part is, you forgot to do something that was rather
important. It happens to all of us. I suggest using a list
and include every single thing that you do during the day. Even if
it is just a casual conversation in the hallway, or sending a quick
email. you will be surprised at how much you actually do in a day,
and how many things you do are not urgent or important. Most
importantly, keeping a list makes sure that you do get to the most
important thing you have to do that day.
Click here to download
a free time grid to plan and account for your work week!
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The Ultimate Guide to
Success in Media Sales!
This Fall, Mediasalessuccess.com will be publishing the new
edition of “The Ultimate Guide to
Success in Media Sales.” Stay
tuned for further announcements on the book release and the seminar tour
coming to a city near you.
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Thank You to all of those who ordered their copy of
"10 Secrets to Sales Success" on DVD.
To
orders yours, click here.
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The
Power of Asking
I have come to
believe that you truly can have anything in life. All you have to
do is ask. Yes it may sound simple and ridiculous. However,
you would be amazed at the results you get when you ask.
Ask you friends and
family for information, for favors, for help. Chances are they are
willing to comply.
Ask a stranger for
information, for a favor or for help, and chances are they will also
comply.
Ask you customers for
information, for commitments, and for the order, and chances are they
will also comply!
You will be amazed at
the results. I believe that in life you don't get what you deserve,
you get what you ask for. One thing is for sure, if you don't ask,
you don't get.
Try it for a week and
let me know how it goes.
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Excitement is
Contagious
I have written about this in the past and I figured
it's time to revisit the topic. The bottom line in sales is that it
is a transfer of confidence between you and the prospect.
You can know every feature about your product or
service. You can know all the closing techniques. You can
have the lowest price for the best product. But if you don't have
enthusiasm, you won't succeed in sales.
You see, people buy people, and enthusiasm is the base
for likeability. Nobody likes someone who slurs their speech, drags
their feet, and doesn't transmit a positive vibe. So in order for
you to get in the door and get prospects interested, you must increase
your enthusiasm.
Now, I don't mean bouncing of the walls silly, loud
obnoxious voices and laughter, and over the top fakeness. I mean,
sit up straight, walk and talk with confidence, believe in whatever it is
you are selling and tell you story with passion!
If you increase your enthusiasm, your bank account
will too.
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How
much are your customers worth?
If you are planning
on making a career in sales, let me share with you one of the most
important tips you will ever learn. What your clients are worth.
It's really simple
math, but it amazes me, how many salespeople and management take it for
granted. Take the average sale that you make to a customer,
multiply it by how many times they buy per year. Multiply it by five
years and if you would like, multiply by your commission rate.
For example:
$5,000 per month x 10
moths/year x 5 years = $250,000 x 15% commission = $37,500.
So next time you are
talking to a customer, don't treat them like a $5,000 customer.
Treat them like a $250,000 customer! I am sure that with this paradigm
shift, you will treat them MUCH better and they will feel it. And
when they feel that they are treated exceptionally well, they will
probably give you more business.
Every body wins when
you treat them right.
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