Best Practices | Local Broadcast Sales

Relationship Selling Q&A – Part 1

Ask LBS, Best Practices, Entertainment Sales Ideas, Paul Weyland Q&A, Promotions, Selling

Paul Weyland takes LIVE questions from broadcasters! In this segment:

How do I deal with a client that doesn’t like radio or TV?
How do I position complimentary concert tickets so the client doesn’t just see me as a free pass to events?
How do I build relationships with people who are just difficult?

Interview with a General Sales Manager – Part 1

Best Practices, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

What should I always have with me on a sales call?
What should I be doing in between sales calls?
What times during the day tend to be dead times that I can use to my advantage instead?
How should I prepare to take rates and packages to my manager for approval?
What can I do to persuade my manager to approve a package for a specific customer?

Powerful Relationship Selling

Best Practices, Digital Webinars, LBS Webinars - 2018, Radio Webinars, Selling, Television Webinars

It’s time to put the “show” back into show business! In this session, Paul Weyland discusses Relationship Selling, How to Turn a Prospect into a Life-Long Customer and...

Q&A with a Former Car Dealer – Part 6

Ask LBS, Automotive Sales Ideas, Best Practices, John Tkac Q&A

John Tkac answers LIVE broadcaster questions! In this segment:

Dealers in our market have gone to just digital and direct mail. How can I get those dollars back?
The dealers I’m calling on have ad agencies and they only do TV and mailers. How do I get past that?
Last year at this time, 2017 was projected to be up. Why was that and will dealers be conservative in 2018 because of this?

Q&A with a Former Car Dealer – Part 5

Ask LBS, Automotive Sales Ideas, Best Practices, John Tkac Q&A

John Tkac answers LIVE broadcaster questions! In this segment:

We are seeing more and more automotive budgets being cut. Historically, TV did not feel those cuts as much as we do now. It seems budgets are down and even more fragmented. How do we approach this with dealers?
Is there anything I can do with an ad agency that keeps adjusting budget and schedule because of lack of planning?
What are your thoughts on Kia and breaking through as a secondary market for them?
A lot of dealers like to see themselves on TV. Do you have any creative ideas for getting them involved in radio besides just using their voice?

Your Best Selling Year: Making Success Your Norm!

Best Practices, LBS Webinars - 2018, Prospecting, Radio Webinars, Selling, Television Webinars

This session is filled with sales pro advice, selling skills and proven new business development ideas that make a profitable difference. Broadcast and digital sellers who...

Discovering New Prospects – Part 3

Best Practices, Promotions, Prospecting, Restaurant Sales Ideas, Sales Ideas Webinars, Selling, Travel Sales Ideas

Paul Weyland answers prospecting questions LIVE! In this session: What ideas do you have for a restaurant/hotel when there are no tourists around to create business? Where...

Q&A with a Digital Expert – Part 3

Ask LBS, Best Practices, Digital Webinars, Selling, Steve Weaver Q&A

LBS Digital Expert, Steve Weaver answers LIVE broadcaster questions! In this segment, he covers:

For a client, is a ‘do it yourself website’ just a horrible idea or is it better than nothing?
How do you distribute blogs for a client and how do you monetize this?
Do you think that Facebook numbers can be misleading for clients and do you think that clients know what those numbers mean?

Q&A With A Branding Expert – Part 3

Ask LBS, Best Practices, Mark Levy Q&A

Mark Levy answers live questions from broadcasters! In this segment, he deals with the following questions:

How can you build confidence in representing your brand?
When selling radio, I am sometimes bombarded because we do not sell digital advertising. How does our brand get around that? They don’t even want to talk after they hear we don’t have that as an option sometimes.
How do you know you are representing yourself correctly to your clients?

Q&A with a Former Car Dealer – Part 4

Ask LBS, Automotive Sales Ideas, Best Practices, John Tkac Q&A

John Tkac answers LIVE broadcaster questions! In this segment:

How do I convince a dealer that their ad agency is too focused on digital without alienating the relationship with the agency?
How can I get more service advertising business from my franchise dealers?
Our station provides direct mail. Would you tell us to focus on that Unique Selling Proposition?