Media Sales: Paul Weyland Communication Strategies

Sales Basics: How to Make Broadcast Sales Logical, Natural and Fun!

Order this CD and make more money! This new sales training CD is a great tool for new and veteran broadcast sales people. People all over the broadcast industry are calling this new audio CD a true break-through in media sales training tools.

"Sales Basics: How to Make Broadcast Sales Logical, Natural and Fun," the latest audio CD from media sales trainer Paul Weyland covers topics such as:

How to Out-Prospect Old Prospectors
Although lack of good account prospecting is one of the biggest problems in media sales today, it is one of the easiest to correct. This lesson was created to provide you with short-term and long-term prospecting results.

How to Drastically Increase Your Chances of Getting an Appointment
The first "close" you must make in the selling process is to get an appointment with your client. The purpose of this exercise is to discover better, more effective ways to "close" on getting more appointments.

SOS: How to Make a Presentation Really Easy with a Single Page Proposal
After your initial meeting with a client you will need to come up with a proposal. A good proposal for a local direct client seldom needs to be more than one page long. Here is a great formula for doing effective one-page proposals that is as simple to remember as the letters SOS: Situation, Objective and Strategy.

How to Negotiate without Turning into a Pitiful Puddle of Spineless Goo
Media salespeople are, generally speaking, notoriously poor negotiators. The purpose of this exercise is to help you to negotiate versus trying to kill the client or needlessly giving away "added value." Give away less "added value" and get a higher average rate for local direct business.

Why Objections are Our Friends and Logical Ways to Handle Them
Intimidated by client objections? You shouldn't be. Learn common-sense ways to overcome your client's objections to broadcast advertising.

How to Close a Sale without Looking Like a Jerk
There are a lot of radio and television salespeople out there who do everything right. They prospect well... they make good proposals and presentations. However, they have trouble asking for the order. For some people, closing really seems awkward and sleazy. Here are some practical ideas to help you close a sale naturally, without looking like a jerk.

How to Get Rich with Long-Term Contracts
If you don't ask for it, you won't get it. The purpose of this exercise is to make certain that salespeople always, in every case, ask the client for long-term business.

Relationship Selling and How it Pays to Hang Out with Your Clients
Nowadays, good account service just isn't enough. Exemplary service is the new standard. This lesson focuses on how to go from ho-hum to exemplary client service.

How to Avoid Collection Problems for the Rest of Your Life
Collections are a problem for virtually all broadcast stations. This lesson's goal is to dramatically and forever reduce the percentage of bad debt on your stations by focusing on collections.

This CD is 100% guaranteed. Purchase and listen. If you're not completely satisfied, return it for a full refund.