I`m tired of paying the exhorbitant rates of the Yellow Pages.
But, I cannot afford to NOT take and ad out with them because I can get some very good calls out of it.
Every year its the same thing, they give me a price and I say "too expensive"- then, they "let on" to do some more sums and ALWAYS come back with a price that is about 20 % cheaper. I get this every year now - so I don`t feel as if I am maximising my value. I feel I can push their price even lower.
Now, I will admit, their salesforce is well trained - but this year I intent to get a substantial discount - I want 40 % off the book price...but how do I crack them? How do I get beyond their pre-prepared "let me do some sums for you"?
I need some good negotiation strategies?