Paul Weyland | Local Broadcast Sales

To Sell the Truth – Part 14 – Talking Points

Paul Weyland summarizes the talking points behind “selling truth” and why he thinks it is the best way for you to sell your station’s audience to advertisers every day!

Presentation Skills

Best Practices, Selling

Paul Weyland discusses why it is important that a broadcast salesperson has solid presentation skills.

New Ways to Get Appointments

Prospecting

Paul Weyland covers some common mistakes broadcast sellers make in the appointment-setting process and gives some alternative approaches to increase your chances of getting...

Overcoming Objections – Part 2

Best Practices, Competition, Overcoming Objections, Selling

Paul Weyland talks about the real objections you encounter every day and how to overcome them! Are there actually times that you should NOT try to overcome objections or at...

Overcoming Objections – Part 1

Best Practices, Competition, Overcoming Objections, Selling

Paul Weyland talks about the real objections you encounter every day and how to overcome them! What should you say when you are told that you are too expensive or that they...

How to Write a Killer Proposal

Best Practices, Selling

Paul Weyland explains how to write proposals that customers will keep by writing them in the customer’s language. He also provides key reasons why you should ALWAYS...

How to Look Like A Magician – Part 2

Best Practices, How to Look Like a Magician, Prospecting, Selling

Paul Weyland brings us more creative ideas you can use in the field today to increase your value to and your effectiveness with prospects and existing advertisers. If you...

How to Look Like A Magician – Part 1

Best Practices, How to Look Like a Magician, Prospecting, Selling

Paul Weyland gives several great tips for you to add to your selling toolbox that will exponentially increase your value to your local clients and prospects! Remember, if...

The Importance of a Good Idea

Best Practices, Prospecting, Selling

Paul Weyland discusses how creativity can get you inside your advertisers’ and prospects’ “circle of trust.” He also explains why having great...

Closing Like a Professional – Part 2

Selling

In this session, Paul Weyland continues his discussion on closing by talking about the Standing Room Only Close, the Make Me An Offer Close, and much more!