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In This Issue
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1.
Subscribe
2. Time Management
3. Book Announcement
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Time Management Tip
Let it Ring
Do you ever
just let the phone ring? The average American worker gets more than
50 interruptions per day, most of them un necessary. When you are
"in the zone" of getting things done, paperwork, research, cold calls, or
any other activity, let the phone ring and let the voicemail take the
message. You will find that it is a lot more productive to return
calls with answers to specific requests, than to be interrupted all day
and try to get back to what you were doing. Don't let interruptions
control your 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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How many accounts
do you have pending?
Don't kid
yourself. All those "pending" accounts are not going to close.
Or are they? What is better: having 10 accounts pending at 90% closing
probability or three confirmed closed accounts? Logic, tells me you
would rather take the three closed accounts. After all, you don't
make any money on sales that are "almost" closed.
We
all know that those sales that are pending with a high probability can be
the hardest to close. If they have not been able to make up their minds
and say yes, what is holding them back? Do you know? If you
don't, find out. If you do, do something about it!
Clients
expect professional sales people to offer solutions. Help them find a
solution to their hesitation. Whether it's "creative" financing,
additional added value, all-inclusive pricing or any other solution, show
them the way to accept your offering. After all, if they want what
you have and they don't buy, you both lose.
So go
ahead, challenge yourself and close those "pendings" this week!
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Enthusiasm makes the difference
There are usually three
major factors that contribute to a slump in sales: Lack of
enthusiasm, not enough calls, not enough follow-up. Today we will
explore "Lack of Enthusiasm."
In order for clients or prospects to buy into
your offering, they have to feel good about making the investment.
And the most important factor in the transfer of feeling is enthusiasm!
If clients feel and believe that your are excited about your offering and
how it will benefit them, they will buy.
Unfortunately, sometimes we lack enthusiasm
about our offering. Some of the major reasons for the lack of
enthusiasm are: lack of belief in the product that you represent, lack of
"connection" to the product, lack of long term vision, lack of focus on
the main objective to help clients, personal distractions and outside
negative influences such as the economy, the market, the competition, etc.
Everyone has a different reason fort their
lack of enthusiasm? What is yours? Change it, and your numbers will
change! |
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How well do you know your
industry lingo?
NBA Basketball Coach Pat Riley once said:
"If you're not getting better, you are getting worse." Right now, as
you read this, someone is trying to take your clients. Somebody is
out there to get the business that you have earned. Someone is
working hard to get ahead, and it usually means that someone will have to
move over to make room.
How well you know you industry and the
terms buyers and sellers use, can be a factor on whether you get ahead or
stay behind. In today's ever changing world, the terminology of the
past is exactly that, past. You must be up to date on all the new
terms inside and outside of your industry. This will have a major
impact on your sales performance for two reasons: 1) you will sound
like an expert to the clients who are informed and up to date or 2) you
will sound like an expert to the clients who are not informed and don't
keep up to date. Either way, you will sound like and become an
expert in your field and that will translate into more sales.
So don't wait until next week or next
month. Make it a point to learn "new" vocabulary every day. You'll
be amazed at the results!
!
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