Advanced Consulting Skills for
Broadcast Sales Representatives
Webinar on August 17th, 2016 12:00-1:00 PM CDT
FREE FOR ABA MEMBERS
Here are a few of the things you will learn during this fast-paced, highly-detailed program:
* How to think about consultative selling today
* Something Earl Nightingale said about expertise
* 3 Instant Needs Analysis Tools you can use (well) instantly
* Getting prospects and customers to prepare for your upcoming meeting
* A powerful questioning technique that gets customers to tell you things they don’t tell other reps
After registering with the ABA, you will receive a confirmation email containing information about joining the webinar.
PLEASE FOLLOW ALL INSTRUCTIONS IN THE EMAIL SO YOUR COMPUTER WILL BE COMPATIBLE WITH GOTOMEETING WHEN THE WEBINAR STARTS.
Contact the ABA for registration information: lrice@al-ba.com .
Remaining Sales Training Opportunities This Year…
AUG 19-20:
ABA ANNUAL CONFERENCE SALES SESSIONS
HYATT REGENCY/WYNFREY – HOOVER
- “Developing/Monetizing Your On-Air Radio Product” Brian Wright Aug 19 10:30am
- “Native Ads in Newscasts” Scott Libin and Kevin Benz Aug 19 at 3:30pm
- “Digital Sales 101” Speed Marriott and Michael Theodore Aug 20 at 9am
- “10 Digital Questions” Speed and Michael Aug 20 at 11am and 1:45pm
- NEW: “Nielsen: The Changing Audio Landscape” David Chipman Aug 20 at 11am
- “How to Read Your Clients’ Minds” Dr. Kerry Johnson Aug 20 at 3pm
SEPT 14:
SALES MANAGERS WEBINAR
SCARCE TALENT: FINDING AND HIRING THE BEST PEOPLE
* What to do with a salesperson who has sold better in the interview than they do on the job
* Why it’s critical to hire for traits rather than skills and experience
* The question to ask the candidate before they sit down
* The #1 resume reading mistake and how to avoid it
* How to make your hiring process more reliable by doing these two things
* Building your own structured hiring systems
* Why you need to ask these 2 embarrassing interview questions
October 25-26:
PAUL WEYLAND IN BIRMINGHAM
TWO DAYS OF BROADCAST SALES IMMERSION
Birmingham/Hoover venue TBA
- 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
NOV 16:
ACCOUNT EXECUTIVES WEBINAR
Noon to 1pm
HOW TO “TALK” ADVERTISING WITH YOUR PROSPECTS AND CUSTOMERS TODAY
* Why the ability to talk about advertising and how it really works is what will differentiate
you from the parade of media reps in your market
* The two most important things you’ll ever learn about advertising
* What to say when a client says, “Nobody mentioned my ad.”
* How to get the advertisers’ customers to mention their ads -a true story
* 5 concepts to share with your advertisers in your next meeting
* Why you need to learn from these 3 advertising legends
DEC 21:
SALES MANAGERS WEBINAR
Noon to 1pm
THE COACHING IMPERATIVE
* How to determine when to coach and when to conduct one-on-one training
* What today’s top business coaches are teaching their “players”
* Why you need to stop giving answers and solving problems and start asking more questions
* Chris Lytle’s #1 rule of coaching
* Plug and play: 3 coaching models you can use immediately after the session
* The crucial role enjoying their job plays in your salespeople selling more
* The very best all-purpose coaching question
