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?