Category Archives: Sales

The Key to Successful Sales Negotiation

string beans

“Negotiation” seems like a such a serious “corporate” term, but in reality, we do it every day. If you have kids, you negotiate: “Eat your green beans and you can have dessert… Get an A in biology and you can have an iPhone…” See what I mean? So, what’s the key to any successful negotiation?

The best and most successful negotiators prepare.

In your work you have to prepare to negotiate, just as you do with your kids. You have to know what you want, and what you are willing and able to give to get it. Determine what your bottom line has to be, and decide on where the “wiggle room” is. This may take a couple of rounds, so be prepared with a few “gives” but always with the goal of “getting” something in return.

Write it all down. I know, “YOU don’t need to write it down – YOU got this…” You don’t want to be surprised at how good a negotiator your client is, so write it down anyway. Brainstorm with a leader or peer, and play out all of the scenarios. Then you will be comfortable and confident in your negotiations, and you stand a much better chance of walking away with the deal you want.

And remember, sometimes you walk away, period – with no deal — but that is better than giving up the farm and getting nothing in return.

Now, go sell something!

Photo: Katherine Martinelli

Stop Talking and You Will Start Selling

We all know that person who tells everyone what a great sales person they are: “I’ve been selling all my life!” No, you have been talking all of your life. Inevitably, these people will sell their products and services because the client, their victim, can’t stand to listen to them anymore and will buy justContinue Reading

Back to Basics: See Your Clients Face-to-Face

Twenty years ago when I started selling radio advertising on an AM and FM signal – yes just two stations! – my sales manager drilled it into my head that if I made ten face-to-face calls every day that I would succeed.  I didn’t sit at the computer and send emails (the office only hadContinue Reading

Sixty Second Sales Meeting > Work hard

Why did YOU get into media sales?  Looked like a lot of FUN?  Seemed like an EASY gig?  Did you think you could make a TON of MONEY? You’ve got two out of three!  Working in media sales IS a lot of FUN.  You get to work in “show business” be it radio sales, broadcastContinue Reading

Patience and Persistence

A must-see movie for anyone in sales is Door to Door, starring William H. Macy as a man with cerebral palsy determined to become a salesman. This is one of the most inspirational movies of all time, and is based on the true story of Bill Porter, whose goal is to be a great salesmanContinue Reading

A Sixty Second Sales Meeting

It doesn’t matter what you think the VALUE of your product is – what does your client think?  Your client has to see the VALUE in what you have to sell, by experiencing results themselves or seeing the results of others.  Share success stories with your clients and prospects, be it your own local success,Continue Reading


FREQUENCY.  I learned a phrase early in my media career that has made THE difference between success and failure among the clients that I work with. REPETITION BUILDS REPUTATION.  I heard media sales guru, Dave Gifford, use this phrase and it became the basis for every proposal I have put together ever since. REPETITION BUILDSContinue Reading

Ten a Day

Today it is WAY too easy to get stuck at your desk in front of the computer.  One may think that it makes the job of selling much easier:  Just shoot a quick e-mail to a client to “check in,” or leave a voicemail telling a client about special pricing that you are offering rightContinue Reading


I met with a client yesterday who told me that one of my competitors was in last week, and spent the entire meeting talking about the shortcomings of all of his competitors. I work in media sales in a small market, and compete against approximately fifty other media sales people throughout television, radio, print, yellowContinue Reading

Don’t be afraid of No…

That’s when the SELLING begins.  Otherwise you are just taking orders.  When a client says “no” to your proposal, you have a jumping off point. Ask them why… Was the copier that you were trying to sell too big?  Were there not enough lines in the cell phone plan?  If you are selling advertising, didContinue Reading