OCTOBER 25-26
PAUL WEYLAND IN BIRMINGHAM
TWO DAYS OF BROADCAST SALES IMMERSION
- Local Direct Sales-What it Is and What it Isn’t
- How to Prospect Local Direct Business
- Great New Ways to Get Appointments with Local Direct Decision Makers
- How to Make Proposals that Local Direct Decision Makers Want to Read
- The Seven Questions You Need to Ask Every Decision Maker
- How to Create and Make the Best Presentation Your Prospect Has Never Seen
- Why Client Objections Are Our Friends (and how to handle them)
- How to Negotiate without Turning Into a Pitiful Puddle of Spineless Goo
- How to Close the Sale
- 5 Reasons Why Clients Say, “We Tried Advertising and it Didn’t Work.”
- What Account Executives Really Need to Know about the Creative Process
- How to Make Commercials that Make Cash Registers Sing without The Client Having to Sacrifice Price
- How to Calculate Return on Investment for your Client’s Advertising Campaign
- How to Triple or Quadruple what Your Client “Thinks” He Should Be Spending on Your Station
- Managing Client Expectations-How to Avoid Surprise Cancellations
- How to Present and Sell Your Station Regardless of Format, Program, Geography
- How to Sell Your Station Regardless of Ratings (or lack of them)
- Why Long-Term Contracts are So Important and How to Get Them
Cost for both days:
ABA Members – $50 per person
Non-members – $100 per person
Hotel is the Homewood Suites in Riverchase. Contact the hotel directly and ask for the ABA rate of $109 plus taxes
