Best Practices | Local Broadcast Sales

LinkedIn

Steve Weaver, CEO of Growth Weaver, explains how you can use LinkedIn to help you find and get introduced to solid local advertising leads WITHOUT making a single cold...

Making Money with Superior Customer Service

Best Practices

Gary Moore presents the nine most important service elements that your local customers are looking for when they work with you!

Client Needs Analysis

Best Practices, Prospecting, Selling

Paul Weyland shares seven key questions that he always uses when evaluating new prospects and explains how to use the answers to each one to increase his sales...

Writing a voicemail script is a small time investment that helps you increase callbacks, identify ways to connect with clients, and focus on your clients’ needs instead of your own. This worksheet details how to write a successful voicemail script and provides a sample script to follow.

Good Listening Is Respecting

Best Practices

Gary Moore discusses a very simple way to stand out from the crowd of salespeople your customers encounter every day!

Cliches

Best Practices

In this segment, Paul Weyland discusses what he calls the “cockroach of language” – cliches! Watch and listen as Paul gives simple steps you can take to...

Professional Sales Basics

Best Practices

Gary Moore offers extremely valuable insight into how one professional approached his daily activities and how that impacted his rise to the top of his field. The principles...

Motivation

Best Practices

In this segment, Paul Weyland discusses finding out what really motivates people, following the money, and local direct sales.

Going One Step Beyond – Commercial Innovation

Best Practices

Paul Weyland says to “Avoid Pink Slime Creative!” See what he means and learn how to not only bring creative to your customers, but also how to get meaningful...

Marketing Yourself Internally

Best Practices, Self Branding

Sally Kohn explains the importance of a good working relationship with your accounting and news departments as well as on-air talent. She provides some excellent ideas that...