Verizon Communications, Inc. spends billions of dollars on sport sponsorship deals, particularly in the professional sports industry. Recently, their three-year advertising contract has ended with a competitor. Your job, as a sales manager for your favorite NFL or MLB team, is to persuade them to sign a new three-year contract with your sport organization. Additionally, since Verizon has partnered with IMG as their media sports agency (since 2002) and IMG manages all of the negotiations for Verizon, you will need to take into consideration their practices, and most importantly, their influence on Verizon decision-makers.

This is the time to show a strategic fit, or alignment, between Verizons needs and what you can offer. How are you going to accomplish this goal?

There are many different objections, but the more you can handle, the closer to yes you will get. What are some common objections you may find? How will you overcome them?

What will you say to ask for the business and close the s