Selling | Local Broadcast Sales

Q&A with Paul Weyland

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?

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

How do you determine the personality style of someone before you meet them?
What if I’m in a meeting with two or more people with differing personalities?
How can a manager get the most from different types of salespeople?
How do the different patterns of people respond to the idea of starring in their own commercial?

In this session, Paul Weyland covers the nine integral questions he asks from every local direct...

LBS creative expert, Tim Burt, explains and dissects the number one factor that determines whether...

Broadcasters: Your auto dealers are facing a more challenging road this year, and it’s the right...

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

Why do I have clients who spend lots of money with me every month, but won’t return a call?
Sometimes our station has what I call a “fire sale” which is a limited number of highly discounted spots. How do different clients respond to this tactic?
My manager wants 2-4 updates on my sales activities every day. How can I get him what he needs without spending so much time on generating reports?

Tim Burt busts an advertising myth that often gets in the way of advertiser success. Learn how...

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

I have a client who agrees to a schedule only to change her mind a week later. She has done this more than once. Am I doing something wrong?
How important is it to understand others? What should managers know about their reps? Are these closing skills useful in staff development?
Does your pattern impact how you approach pricing?