You know what you are offering your client. You have spent time collating your proposal, figuring out how much the deal is worth, the outcomes that they will get from the campaign, but when your client starts to focus on the small details rather than the bigger picture the negotiation has likely lost its way.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson discuss keeping the sales process short and concise, explaining why the speed of the deal doesn’t need to be linked to the dollars associated with it.

They explain why it is important that you set the tempo for every conversation and opportunity, how to deal with a timeline that might be out of your control, and why focusing on the bigger picture is so important.

The COVID-19 pandemic came with an air of uncertainty around how it would impact the media sales environment. A little more than a year after the first confirmed cases in Australia, hosts Alex Whitlock and Russell Stephenson explore the impact that the health crisis has had on the sector, and how it has resulted in a more ‘level playing field’ for those looking to sign and retain clients.

With relationship building having shifted away from being about one-on-one entertaining, Alex and Russell explore how you can stand out against your competition. They explain the difference between articulating value and outcomes in comparison to ‘useless data’, how being a media consultant for more than your own brand can build trust, and reveal what it takes to be fundamentally successful in media sales.

It is important to acknowledge that the ‘sales cycle’ for a large client will be vastly different to that of your smaller buyers.  So how do you set yourself up for success when trying to lock in that next level deal?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain why you need to have realistic expectations of how long it will take to secure a big contract.  They discuss why rushing the process can be detrimental to your outcome, why preparation is key, and how your own personal brand plays such an important part in a successful negotiation.

They explain the biggest flaw that many make when negotiating with big clients, why a signature once doesn’t guarantee that they will buy again, and explain where your ‘small win’ clients fit into the process.

For many, this past week was their return to work after the holiday break, but how do you get the wheels back in motion when you have already lost a third of the month?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson wake up before 11am for the first time in three weeks to help you navigate the post holiday blues, and get those sales back on the board at a time when your clients might not be ready do deals.

They share their strategies and tactics for kick starting revenue in the new year, explain why resurrecting the ghost of the ‘failed deal from last year’ can be a bad move, and reveal why now is the time to look at your goals for the coming months.

When setting goals for the year ahead many salespeople place a focus on financial benchmarks, but as Russell Stephenson and Alex Whitlock explain in this episode of Killer Media Sales, ‘goals’ are very different to ‘targets’.

They unpack the differences between the two, explaining how goals can be the vehicle to help you achieve your targets, break down how well planned goals can set you up for long term success, and discuss when these goals should be reevaluated.

They explain why goals should be activity based, why it isn’t always a ‘win or lose’ when striving for those benchmarks, and touch on the risks that come with unrealistic goals, while offering advice on how to stay accountable to the parameters that you have set.

In a time of year when targets can be increasingly difficult to achieve, Alex Whitlock and Russell Stephenson explain how a lot of salespeople cause long term damage to relationships in an attempt to hit monthly targets.

In this episode of Killer Media Sales they stress the importance of organising your time, why that final push toward target should put you into ‘performance mode’, and why a quick conversation with a client still needs to be well researched and planned.

They reveal the one client type on your list you should never approach when making that last ditch effort to hit target, the questions to ask to secure those final dollars, and even explain why sometimes falling slightly short of your goal may in fact be better use of your time and resources.

As the saying goes ‘we have two ears and one mouth so that we can listen twice as much as we speak.’ Alex Whitlock and Russell Stephenson believe this to be not only great advice for being a good conversationalist, but also a sales technique that too many overlook.

In this episode of Killer Media Sales, they explain why leading with a question is imperative to a successful sales call. They stress the need to bring the client into the conversation as soon as possible, and why the belief of ‘the more information I can get out the better’ can often be opposite of the truth.

They reveal what you should be focusing on in your sales calls, explain why jargon is your enemy, and why you need to have a genuine interest in both your product, and the business that you are trying to appeal to.

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.

Does a signed contract always mean a sales success? Hosts of Killer Media Sales Alex Whitlock and Russell Stephenson don’t believe so.

In this episode of the podcast they explain why, deep diving into how a salesperson can analyse success and failure, learn from that process, and understand what they could have done differently.

They reveal why conversion rates are your best success measurement tool, how the mentality of moving onto the next task without reflection can be detrimental to growth, and explore why being ‘busy’ doesn’t mean you are being productive.

While a proposal is an important part of any sales negotiation, there are three things that you must know before presenting options to your client.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson reveal these three key factors, and unpack the importance of knowing how much revenue your client is likely to bring in.

They explain the trap that you can fall into where a proposal can instead be a roadblock in your negotiation, why knowing your competition in the market is so important, and why the word ‘budget’ doesn’t necessarily represent a client’s spending limit.