I snapped this photo the other day while in the city after it highlighted what I think is a serious negotiation flaw. We’ve talked before about selling features and benefits first, and selling on price second. But here, straight off the bat, I know that I can negotiate up to 50% off the price of…
In direct media sales you are often asked for a package or plan from clients just wanting to compare your price. on what plan to buy from a media company, and be happy with whatever they decide. Why not think about a “buy now” option? You see this all the time on auction sites all…
Sometimes in advertising sales, your clients need to be prompted to know the pain of not advertising. If you can get them excited about the possibilities of working with you and your media company, and then ask them what the benefits of working with you would be, you will have completed a “mini buy-in”. Then,…
Any basic media training will tell you that there are four standard negotiation approaches. They are: Win-Win – when both parties win the same amount, there is often some type of concession Win-not lose – I won and you did not lose. Win-lose – I won, you lost, and you know you lost Win-whatever –…
A strategy you may want to think about when handling objections is to bring them up before the client does. If you know that these common objections may come up, then put them in the presentation. 1. Price is too high Answer: “As I go through this presentation we will obviously get to the investment…
In this post I thought I would have a gripe about advertisers… and offer a solution. The Gripe This weekend my girls pestered me to go and buy them a netball hoop. It’s like a basketball hoop but without a net. We arrived at this sports retailer, armed with some enthusiasm and cash! After about 5…
