LBS Broadcast Selling Expert, Paul Weyland answers LIVE broadcaster questions! In this session:

• How do you initially grab and keep a prospect’s attention?
• Do you have thoughts on trying to get an appointment by bringing cookies or donuts to the client?
• What do you think about using promos/packages as a way to get in the door to get an appointment?

LBS Broadcast Selling Expert, Paul Weyland answers LIVE broadcaster questions! In this session:

• What kind of a headline can I use with a local tire store?
• Would you advise playing a spec spot on the phone to get an appointment?
• Is asking a prospect “why should people come to you?” a good headline?

LBS Broadcast Selling Expert, Paul Weyland answers LIVE broadcaster questions! In this session:

• Do you have any headline suggestions for restaurant owners?
• Regarding your statement that “your competitor is making a mistake”…. Is the “mistake” that the other competitor is making that they are not on the air, or are we to find a mistake that may be less obvious? Still unclear as to how to present what the “mistake” is.
• How do I get an appointment with a small business owner who says they can’t afford radio?

LBS Broadcast Selling Expert, Paul Weyland answers LIVE broadcaster questions! In this session:

• I am making the transition from a long-time Marketing and Promotions Director position to sales. Any advice for me?
• How do you get to the decision makers for larger companies?
• I’m understanding headlines to be more like script ideas than a way to actually get appointments, is that correct?

LBS Broadcast Selling Expert, Paul Weyland answers LIVE broadcaster questions! In this session:

• What you do say to the client who says they don’t have a budget for advertising?
• What would be your headline summarizing the old classic “What sets your business apart from your competition?”
• Would saying “your competitor has more business than he can keep up with” make me come across as not trustworthy? Is there a better way to phrase it?

LBS Broadcast Selling Expert, Paul Weyland answers LIVE broadcaster questions! In this session:

• I made a cold call that led to a full CNA appointment. We are always told to get a budget, but they wouldn’t give me one. However, they told me they wouldn’t bat an eye at any amounts as long as it is something they feel would work for them. It is a roofing company and I am unsure how to approach this without a budget. I don’t want to go too high or too low. Any suggestions?
• I work in a smaller market. Our local businesses are definitely no-nonsense types. They don’t like sales pitches like “million dollar ideas”. Do you have any other headlines that are more community/local focused, but not overused?
• How do you get past people who say, “Well I’m just not interested.”?

LBS Broadcast Selling Expert, Paul Weyland answers LIVE broadcaster questions! In this session:

• How do you use headlines when doing in-person cold calls?
• Can you talk about strategy on trying to get an appointment with a business that advertises with your competitors and you haven’t been able to nail down an appointment?  Do you think I should mention that they are obviously talking with my competitors?
• Do you ask a potential client what their budget is, or do you suggest what their budget should be?

LBS Broadcast Selling Expert, Paul Weyland answers LIVE broadcaster questions! In this session:

• What is the number one question you receive from new sellers when they first get into the business, and what do veterans ask you?
• What do you hear from sales managers, and what keeps them up at night?
• I had an appointment set with a business owner based on a drop by.  She was sick last week, so I followed-up this week via email to reschedule.  I received an email response from the office manager (not the owner) and she said they were not interested in an appointment.  They can’t handle the customers they have, have nowhere to meet, and said to not contact them again without permission.  I’ve been selling for 4 years and never had this happen.  Any ideas?