What do you do if your difficult media sales clients need assertiveness strategies?

1 Know Your Value

Understanding and believing in the value of the media you're selling is the cornerstone of assertiveness. When clients push back, it's your job to articulate clearly why your product is worth their investment. Highlight the unique benefits and the return on investment that your media offers. Clients respect salespeople who stand their ground and can back up their claims with confidence. This doesn't mean being inflexible, but it does mean knowing when to hold firm and when there's room to negotiate.

2 Listen Actively

Active listening is a powerful tool in dealing with difficult clients. By truly understanding their concerns and objectives, you can tailor your responses to address their specific needs. This demonstrates that you value their input and are working towards a mutually beneficial solution. It's not just about waiting for your turn to speak; it's about engaging with what they're saying and responding thoughtfully. This can often diffuse tension and lead to more productive conversations.

3 Set Boundaries

Setting clear boundaries is essential in media sales, especially with clients that tend to overstep. Be upfront about what is negotiable and what isn't. If a client's request goes beyond what you can offer, explain why that is the case and offer alternative solutions if possible. Boundaries help manage expectations and prevent misunderstandings. They also convey that you have a structured approach to your business dealings, which can command respect from even the most challenging clients.

4 Offer Solutions

When you encounter resistance, pivot the conversation by offering creative solutions. This shows that you're proactive and committed to finding a win-win scenario. Sometimes, difficult clients just want to feel heard and understood. By presenting options that align with their goals while still fitting within your capabilities, you demonstrate flexibility and a genuine desire to help them succeed. This can often turn a contentious situation into a collaborative effort.

6 Assertive Closure

Closing a deal with a difficult client requires a careful balance of assertiveness and tact. Summarize the key points of agreement, reiterate the value they're getting, and confidently propose the next steps. This not only shows that you're in control of the process but also reassures the client that their decision is sound. A firm yet polite closure can leave a lasting impression and pave the way for future business interactions.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?