Tag Archives: benefits

What’s The Problem?

What’s The Problem?

One of the best salespeople I ever worked with had a simple philosophy. He said his job wasn’t to sell stuff to people, it was to solve their problems. “And the bigger their problem, the bigger myContinue Reading

12 Tips on How to Manage Sponsorship in your Media Company

12 Tips on How to Manage Sponsorship in your Media Company

From “Fun Is A Serious Business – The More FM Story” For a sponsorship to be effective, it is important that it generates media exposure with the target audience. This is sometimes difficult for mediaContinue Reading

The ‘Not Needed Bits’

The ‘Not Needed Bits’

I’m working with a real estate client at the moment. It’s a large development that’s been ongoing for a couple of years. He rang me last week very excited. “Block 10c” is now completed; we needContinue Reading

Do You Sell Positive or Negative Benefits?

Do You Sell Positive or Negative Benefits?

I was always taught when I began selling advertising time to clients that by all means sell the features of the product, but always reinforce the benefits. Want is the difference between a benefit and a feature? A feature is a characteristic of a product and a benefit is what it will give the prospectContinue Reading

I Have Been in Business for 25 Years….

I Have Been in Business for 25 Years….

Yawn, yawn, yawn… wake me up when you’re finished. How many times have you heard an advertiser insist that you put in how many years they have been in business in their marketing material? Lots I am sure. In our latest video, Mike Brunel and Shaun Fay discuss why that position of service is notContinue Reading

Don’t Let the Negotiating Cat Out of the Bag

Don’t Let the Negotiating Cat Out of the Bag

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 priceContinue Reading

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