Successful Local Broadcast Sales

For the right person, a career in media sales can be glamorous, rewarding, and lucrative. But without the right guidance, it can also be challenging. Author Paul Weyland has decades of experience working with local direct clients. Now, in Successful Local Broadcast Sales he shares his hard-won wisdom, showing television, radio, and cable salespeople how to get more sales. This invaluable resource gives readers the tools they need to:

• get appointments • write great proposals and presentations • sell against other media like newspapers and the Internet • overcome rate resistance • close sales without alienating their clients • create genius creative without being a creative genius • calculate ROI for the client's advertising dollar • land long-term contracts with local businesses • negotiate more effectively

Honest, practical, and accessible, this is the one handbook that shows novice and veteran salespeople how to thrive–not just survive–in the media business.

"I bought your book, Successful Local Broadcast Sales, and it has changed my life. I used your methods – in particular the “seven questions” – to close the deal. I love the one page proposal – it’s like a trial close; they may not buy it immediately, but it helps frame the problem, offers a solution and gets them thinking your way.

I read it once and I was stunned at what I thought I knew, and what I now know. I read it twice and I was amazed at how easy it can be to improve; even for a seasoned salesperson. I read it three times, and then individual chapters over and over again, and I couldn’t wait to put it into practice. It has changed the way I prospect, talk to business owners, write proposals, copy, etc. I just wanted to say Thank You!" -- Andrew Osvick, WBAP NEWS/TALK 820

You can purchase Successful Local Broadcast Sales from one of the following booksellers:
Amacom Publishing
Barnes and Noble
Amazon.com
Borders Books

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