Training

Sales Management Training

In this session, Weyland trains managers and owners on how to more effectively coach sellers on selling more local direct business.

The agenda for the training session will touch on the following areas:

Prospecting - Weyland sets you up with a foolproof plan to quadruple or quintuple the amount of local direct prospecting your people are doing. This system will give you a much better prospective on how much priority your people are really giving to new account prospecting and a wonderful way to make sure that your staff is really covering all of the businesses in your signal coverage area.

Creative - "If you don't know where you're going, any road will get you there." Everybody in media sales has run across a client who says he tried your medium once and "it didn't work." One of the biggest reasons is horrible creative. You don't need to be a creative genius to know the difference between good and bad advertising. And in this session, Weyland instructs you how to teach your sellers the secrets of writing kick-butt copy.

Presentations - Most presentations to local direct clients are just awful. The client already has the perception that broadcast advertising is confusing, complicated and expensive. Your seller's presentation is probably doing even more to reinforce that perception. This session gives you all of the tools you'll need to vastly improve the presentation skills of your sellers.

Calculating ROI and Managing Client's Expectations - If your salespeople aren't on the same page as the client regarding how many new customers should come in as a result of your advertising campaign, you're in for a surprise cancellation. This session provides you with a very simple way to teach your sellers how to calculate return-on-investment for any advertising the client is buying. The benefits of this session include the following:
1. No rate resistance
2. Far fewer surprise cancellations
3. More long-term contracts
4. Closing the sale whether you're number one or number 20
5. Doubling or tripling the amount of money your client thinks he should be spending with you

Call and book this one now.
Phone: 512-236-1222
Email: paul@paulweyland.com or nhutzler@swbell.net