Paul Weyland | Local Broadcast Sales

Closing Like A Professional – Part 1

Paul Weyland discusses the concept of secret objections and shows how we can use closing techniques to uncover them so they can be dealt with! In this session, Paul covers...

5 Reasons Why People Say They Tried It Once And It Didn’t Work – Part 1

5 Reasons Ads Do Not Work, Best Practices, Prospecting, Selling

Paul Weyland begins a series on why prospects say that broadcast advertising has not worked for them in the past.

5 Reasons Why People Say They Tried It Once And It Didn’t Work – Part 2

5 Reasons Ads Do Not Work, Best Practices, Prospecting, Selling

Paul Weyland continues his series on why prospects say that broadcast advertising has not worked for them in the past. In this segment, he discusses why stingy budgets work...

5 Reasons Why People Say They Tried It Once And It Didn’t Work – Part 3

5 Reasons Ads Do Not Work, Best Practices, Prospecting, Selling

Paul Weyland continues his series on why prospects say ads don’t work. In this session, he discusses the problem of horrible creative and reveals the “best...

5 Reasons Why People Say They Tried It Once and It Didn’t Work – Part 4

5 Reasons Ads Do Not Work, Best Practices, Prospecting, Selling

Paul Weyland continues his series on why prospects say ads don’t work. In this session, he discusses other existing marketing problems and why it is sometimes best to...

5 Reasons Why People Say They Tried It Once and It Didn’t Work – Part 5

5 Reasons Ads Do Not Work

Paul Weyland concludes his series on why prospects say ads don’t work. In this session, he discusses mismanaged expectations about a campaign’s results, why this...

Negotiation – Part 1

Best Practices, Negotiations

In this segment, Paul Weyland discusses the art of negotiation and covers the importance of building value, asking for long-term contracts, and keeping things simple.

Negotiation – Part 2

Negotiations

In this segment, Paul Weyland discusses the art of negotiation and covers the importance of eye contact, creating a win-win deal, and negotiating everything.

Prospecting

So, what happens when all of your prospects are already being called on by your competitors? Paul Weyland addresses this important question head on and gives us LOTS of...

Selling Against Cable

Competition

Paul Weyland discusses the fundamental differences between broadcast TV and radio audiences compared to cable audiences. In this session, he reminds us to watch out for the...