These are the 5 dreaded words that we ad sales people HATE. Media buyers LOVE saying, “Soooorrrry, there is NO money in the budget.”
We’ve been talking about how to handle this objection in our Camp Niche Ad Sales training program for years.
Media buyers like saying it because most ad sales people freeze and say something clever like, “Oh, that’s ok, when will you be working on next years budget?” The answer is almost always the same. “Check back with me in 6 months.” Media buyers love it because you won’t be bugging them for those 6 months.
Don’t give up! Here are 3 things you can say to counter the objection and make the sale…. [Read more…]