Mick Hrabe

Depending of what your sales role requires from you, confidence is key, not arrogance. You should be able to communicate clearly, in a friendly and professional tone, using your industry knowledge, understanding of the business and the relationship you may have with the client. If starting out being able to shadow someone for a bit to help you navigate any intricacies but also how they do it, is wise, take from them what you need to help you, as you are you.

Be you, polite and professional. and pay attention, think about what their problem is/ to what you are being told, active listening is key. Simple!

When I started in advertising sales, it wasn't rocket science. You had a magazine among many serving the industry, understood your circulation, and knew your USPs that set you apart. What stood out was understanding the readership. By attending industry events, I learned what readers wanted, what was being discussed, and what information they sought. This helped in placing advertisers to coincide with relevant content. While this core understanding hasn't changed, advertising has evolved. With numerous media outlets, your focus should be on the industry you serve, understanding what clients need and want, and matching that to the solutions your products or services provide

Approach negotiations with a collaborative mindset, seeking win-win outcomes. Demonstrating a willingness to compromise s while remaining firm on essential terms helps in reaching a balanced agreement. Because life is not static you need to plan in future Reviews. Regular reviews of the terms to adapt to changing circumstances. This provision allows for ongoing flexibility and reassures your client that their evolving needs will be considered.

You are already working with a long term client which means you should have a strong relationship and rapport, the reason they work with you is that you ensure that your communication is clear, transparent, and consistent. Clearly articulate why certain terms are non-negotiable and how they benefit both parties. Transparency builds trust, which is essential for your ongoing relationship.

Understand Client Needs and Objectives If it's a long term client you should already understand their current needs, objectives. You should be aware of any changes in their market conditions. This demonstrates your commitment to their success and provides a foundation for discussions. Use this knowledge to tailor your proposal to align with their goals while protecting your interests.