Chances are that you don’t have the lowest-priced ad packages in your marketplace. It’s to your advantage to not sell advertising based solely being the lowest-priced ad vehicle on the block. When you prove that your value is greater than the price you are asking for, cheaper competition doesn’t matter so much. LBS President, Gary Moore, discusses comparing value-based price strategies to price-based approaches and how to establish a higher caliber advertiser account list over the long term. He also covers the two significant reasons advertisers don’t buy, how you can deal with those issues up front, and increase your chances of closing sales professionally!