Paul Weyland Q&A | Local Broadcast Sales

Q&A with Paul Weyland

Ask LBS, Automotive Sales Ideas, Best Practices, Paul Weyland Q&A, Prospecting, Selling

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

What are some questions I can ask to get appointments?
How do you overcome the objection to radio when a customer says they prefer newspaper ads because they can display their products? I get this especially with auto dealers.
How do I come up with good creative each quarter when there isn’t anything new about my customer’s business?

Relationship Selling Q&A – Part 3

Ask LBS, Best Practices, Paul Weyland Q&A, Prospecting, Selling

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

If a potential client is loyal to another station, but that station isn’t working out for them, what can I do to convert them to mine?
How do you talk to a person who is on another station and they won’t add my station because the other one is getting them results?
How do you get a client to close who has been putting it off for months?
Our station’s ratings are not very good. How do I position myself as a marketing expert to my customers despite our low numbers?

Relationship Selling Q&A – Part 2

Ask LBS, Automotive Sales Ideas, Best Practices, Paul Weyland Q&A, Prospecting, Selling

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

For someone who is new to radio sales, how do you start off a conversation with clients?
How do you get a car dealer to call you back when they think they don’t need to?
I went from commercial radio to publicly-supported radio – do you have suggestions for making the transition and building relationships in this context?
Have you found it more difficult to make face-to-face appointments in our connected world? How do you overcome their objection to “just email me”?

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?

Q&A With A Broadcast Expert – Part 3

Ask LBS, Best Practices, Leadership Webinars, New Hire Webinars, Paul Weyland Q&A, Radio Webinars, Television Webinars

Paul Weyland answers live questions from broadcasters! In this segment, Paul discusses reaching clients in small markets, a formula for finding ROI, competing with cable company agencies, and more!

Q&A With A Broadcast Expert – Part 2

Ask LBS, Best Practices, Leadership Webinars, New Hire Webinars, Paul Weyland Q&A, Radio Webinars, Television Webinars

Paul Weyland answers live questions from broadcasters! In this segment, Paul discusses the minimum length of time and how many weeks per month he recommends for a new client, what a long-term proposal looks like, how to tell a client that their own creative is bad, measuring results, and more!

Q&A With A Broadcast Expert – Part 1

Ask LBS, Best Practices, Leadership Webinars, New Hire Webinars, Paul Weyland Q&A, Radio Webinars, Television Webinars

Paul Weyland answers live questions from broadcasters! In this segment, Paul discusses how to get clients to consider your creative ideas when theirs are lousy, pitching to prospects that believe they already get enough business, how to handle prospects that don’t believe in radio, getting prospects to think in terms of gross margin, and much more!