|
|
January 4, 2010 Issue
302
|
Ideas, advice, tips
and much more!
|
Please forward this newsletter
to all your friends and colleagues across the country!
|
In This Issue
|
|
1.
Subscribe
2. Time Management
3. Book Announcement
|
|
Get your own free copy!
Subscribe
today!
If someone
forwarded this issue to you, we invite you to subscribe today. To
subscribe, click on the link above.
|
|
Time Management Tip
Plan your day and stick to it.
Most of
our failures to be productive, come from our inability to stick to a plan
of action. The most common flaw is the fact that most sales people
do not plan their day properly. When you are making a list of the
appointments and things you have to do the next day, make sure you
estimate how long each one will take.
It is easy
to make a list of ten things, but if each one of them takes an hour, you
will be working overtime! Plus, there will be interruptions that
will add up to your day. At the end, one of two things will
happen. You exhaust yourself by working too many hours, or you fail
to complete the most important things. Either way you lose.
So take
the time to plan you day carefully in 15 minute increments. This
may seem strict, but the more you use it, the better you get. And
be strict with those that want to interrupt you. Say "I am in
the middle of something right now, but I do have some time later
today. Can you please come back then." Use the grid
below to make the most of your time.
Click here to download
a free time grid to plan and account for your work week!
|
|
.
|
It's 2010 and what have you done?
WOW, can you believe it? It's already 2010. Yes, 2010!
Remember just a few years ago the buzz for Y2K? It's hard to believe 10
years have gone by. But the most pressing question is: What have you done
in these last 10 years? Here are a few ideas to get you going into
this new and exciting decade:
1)
Where do
you see yourself in 2012, 1015 and 2020? –
Forward thinking is the key to forward
progress. If you are not thinking ahead and thinking about where you want
to be, nothing favorable will happen? Take a moment to think
about where you would like to be. Be clear about your goals and make plans
to achieve them.
2)
Who do you need to meet? – There is no denying that the
people that we know have a tremendous influence in us. The people that you
already know have gotten you his far. But to get to another level, if that
is what you want, you need to meet new people. Who are they? Where do they
hang around? How can you get to know them?
3)
What do you need to learn? –
Knowing what you currently know
has gotten you this far. But if you want to get to another level, you need
to know other things that you don't know yet. What books do you need to
read? What magazines do you need to subscribe to? What courses do you need
to attend?
4)
What is holding you back? – IF you want more success,
how come you have not achieved it? What are the top three things that are
holding you back? Let me start by saying that it is not the economy. Is it
your lack of clear goal? Is it you lack of organization? Is it your lack
of discipline? Is it your excusitis, the inflammation of the excuse making
gland? You know what is holding you back. Well, don't let it hold you back
any longer. Commit yourself to overcome the obstacles.
5)
What do you need to do? –
There are certain things that
that will have a major impact on your career success. Things that compare
to a 60 yard pass in football, that can immediately get you closer to, or
even, accomplish your goal in one or two moves. what is it for you?
|
|
Back to top
|
|
What do you do when your clients or prospects make
you mad?
Selling
can be an emotional rollercoaster. Some days, everything
goes well. Clients return your calls, accept meeting
requests, and even give you referrals. Other days, the
exact opposite can happen. And to make matters worse,
some clients make you mad. The question is, how do you
react when this happens?
The ability to control your emotions is a major factor
for success in selling. You cannot let the ups and
downs, reactions from you clients and external
factors control your state. I used to get mad at other
people. Finally I realized that, no matter how mad I
got, they didn't even know I was mad. And even worse,
they didn't even care. My day was ruined and theirs
wasn't.
Next time you run into a situation where you feel
negative emotions taking over, snap out of it. Change
your mood, work on something else, and focus on
something you enjoy. Don't let anger, or any other
negative emotion linger in your system for more than one
minute. At the beginning, it will be hard to make the
switch and snap out of it, but the more aware you become
of your emotions, and the better you become at changing
your mood to a good one, the more your sales will
increase.
A great
friend of mine once told me: "Don't get mad. Get the
money!" You should too. |
|
|
|
Make sure you are talking to
the real decision maker...
It amazes me how
often sales people call on prospects that are not the real decision
makers. I know it is exciting to get "in" with a client, but be
true to yourself and determine if this is the right person that you
should be talking to.
There are several
ways to do this. The simplest, yet most difficult, is to directly
ask the prospect: "In a decision like this, do you have to get
approval from others or do you make the final decision?" This
is a difficult question to ask because you do not want to offend or
undermine the prospect's authority. In many cases they will even
lie to you and say they decide by themselves. However, it is better
to go straight to the point and get a decisive answer so you know where
you stand.
Over the years I have
seen so many cases where a salesperson is hopeful that the prospect will
have a decision, only to be notified that "they" (a third
party) decided not to go ahead with the offering.
Don't waste your time
presenting and following up with people that cannot say yes. Be
clear who is the final decision maker.
This exercise alone will increase your sales dramatically.
Don't be afraid, just
ask.
Read More
|
|
Back to top
|
|
|
MediaSalesSuccess.com
10807 Lasso Lane
Houston, TX 77079
Phone: 832-202-6085
|
|
|
