When representing a certain brand or product, salespeople need to be aware of the perceived value of what it is they are selling.

In this episode of Killer Media Sales, Alex Whitlock & Russel Stephenson dive into the dynamics of price, value and the overarching themes related to connecting organisations with audiences.

They explore the capabilities that salespeople have to move beyond the mindset of “just selling ads”, the insights that can be gained by having a detailed look across the media ecosystem, as well as how you can have a real sense of scope when you are analysing the current market.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales!

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson dig deep into the fan mail (which they are still getting used to receiving), and tackle a listener question all the way from Texas!

Bill contacts the show seeking insights into differentiating your product from others in a competitive market, and Alex and Russ explain why being number one isn’t always the most important thing for your prospect, sharing why in some cases it can even be detrimental.

They unpack the importance of knowing your industry, separating your personal identity from your brand, and why a generic pitch should never come before listening to the needs of your potential client.

They also discuss the importance of monthly analysis, why you need to look favourably upon your competition, and the power of using ‘I’ rather than ‘we’ when communicating with your clients.

With Momentum Media being a leader in innovation and delivery within the Australian events space, their sales team are regularly tasked with selling client involvement and opportunities across new events. But how do you convince a prospect that a new product will be a success when you have no historical performance data to back up the claims?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson deep-dive into the challenges of selling a new product, revealing why underselling outcomes can often work in your favour.

They explain why you need to create ‘exclusivity’ around what you are selling, how to focus on the right parts of multi-pronged packages, and the danger of client ‘illusions’ surrounding what will be delivered.

Let’s face it. Nothing is perfect. Except for Alex Whitlock and Russell Stephenson who join you on this episode of Killer Media Sales to explain why even a ‘perfect’ product is going to have flaws, and how you can navigate those possible bumps in the road when negotiating with clients.

The pair explain why belief in a product starts with the salesperson, how that belief can be used to your advantage in convincing clients, and the importance of knowing what your potential customer is trying to achieve from their campaign.

They tackle the possible risks involved in ‘sweetening the deal’, how being a respected brand gives you an edge against your competition, and the impact of keeping the urgency ball firmly in your court.