Paul Weyland's Four-CD Set

In the first CD, Direct Selling Step-by-Step, Paul Weyland spells out in LOGICAL detail the 10 things you must teach every direct client to quickly get them educated and on the "same page" you're on. In the second CD, Sales Basics, some of the topics covered include: prospecting, negotiating, getting appointments and closing. In the third CD, How to Get Rich in Broadcast Sales, Paul goes into detail about the importance of long-term local direct business. He discusses such topics as, how to double or triple what a local direct client "perceives" he or she should be spending on your station, how to frame virtually every local direct presentation for a long-term sale, what's in it for the seller to ask for long-term business in virtually every case and what's in it for the client to have a long-term contract with your station, regardless of market, ratings, format or program. In the final CD, On the Spot, Paul's newest release, he and creative services director Jim Kipping guide you through several creative scenarios. Their conversations and the recorded spots leave you thinking about how you might approach clients in a different, more productive way. Listen in your car and then put the disc in your computer and download scripts for the spots you heard. Cost: $150.00

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