{"id":10494,"date":"2016-08-13T07:33:38","date_gmt":"2016-08-13T13:33:38","guid":{"rendered":"http:\/\/al-ba.com\/wp2\/?page_id=10494"},"modified":"2016-08-13T07:52:13","modified_gmt":"2016-08-13T13:52:13","slug":"next-aba-sales-webinar-wednesday-817","status":"publish","type":"page","link":"https:\/\/al-ba.com\/wp2\/next-aba-sales-webinar-wednesday-817\/","title":{"rendered":"Next ABA Sales Webinar: Wednesday 8\/17"},"content":{"rendered":"<p style=\"text-align: center;\"><strong>Advanced Consulting Skills for<\/strong><br \/>\n<strong> Broadcast Sales Representatives<\/strong><\/p>\n<p style=\"text-align: center;\"><strong>Webinar on August 17th, 2016 12:00-1:00 PM CDT<\/strong><\/p>\n<p style=\"text-align: center;\"><strong>FREE FOR ABA MEMBERS<\/strong><\/p>\n<p>Here are a few of the things you will learn during this fast-paced, highly-detailed program:<\/p>\n<p>* How to think about consultative selling today<br \/>\n* Something Earl Nightingale said about expertise<br \/>\n* 3 Instant Needs Analysis Tools you can use (well) instantly<br \/>\n* Getting prospects and customers to prepare for your upcoming meeting<br \/>\n* A powerful questioning technique that gets customers to tell you things they don&#8217;t tell other reps<\/p>\n<p>After registering with the ABA, you will receive a confirmation email containing information about joining the webinar.<\/p>\n<p>PLEASE FOLLOW ALL INSTRUCTIONS IN THE EMAIL\u00a0SO YOUR COMPUTER WILL BE COMPATIBLE WITH GOTOMEETING WHEN THE WEBINAR STARTS.<\/p>\n<p>Contact the ABA for registration information:<a href=\"mailto:lrice@al-ba.com\">\u00a0<strong>lrice@al-ba.com<\/strong><\/a> .<\/p>\n<p style=\"text-align: center;\"><strong>Remaining Sales Training\u00a0Opportunities This Year&#8230;<\/strong><\/p>\n<p><strong>AUG 19-20:<\/strong><\/p>\n<p><strong>ABA ANNUAL CONFERENCE SALES SESSIONS<\/strong><\/p>\n<p><strong>HYATT REGENCY\/WYNFREY &#8211; HOOVER<\/strong><\/p>\n<ul>\n<li>&#8220;Developing\/Monetizing Your On-Air Radio Product&#8221; Brian Wright Aug 19 10:30am<\/li>\n<li>&#8220;Native Ads in Newscasts&#8221; Scott Libin and Kevin Benz Aug 19 at 3:30pm<\/li>\n<li>&#8220;Digital Sales 101&#8221; Speed Marriott and Michael Theodore Aug 20 at 9am<\/li>\n<li>&#8220;10 Digital Questions&#8221; Speed and Michael Aug 20 at 11am and 1:45pm<\/li>\n<li><span style=\"color: #ff0000;\">NEW: &#8220;Nielsen: The Changing Audio Landscape&#8221; David Chipman Aug 20 at 11am<\/span><\/li>\n<li>&#8220;How to Read Your Clients&#8217; Minds&#8221; Dr. Kerry Johnson Aug 20 at 3pm<\/li>\n<\/ul>\n<p><strong><a href=\"http:\/\/al-ba.com\/wp2\/aba-2016-conference-registration-and-hotel-reservations\/\">REGISTER FOR THE CONFERENCE<\/a><\/strong><\/p>\n<p><strong>SEPT 14:<\/strong><\/p>\n<p><strong>SALES MANAGERS WEBINAR<\/strong><\/p>\n<p><strong>SCARCE TALENT: FINDING AND HIRING THE BEST PEOPLE<\/strong><\/p>\n<p>* What to do with a salesperson who has sold better in the interview than they do on the job<br \/>\n* Why it&#8217;s critical to hire for traits rather than skills and experience<br \/>\n* The question to ask the candidate before they sit down<br \/>\n* The #1 resume reading mistake and how to avoid it<br \/>\n* How to make your hiring process more reliable by doing these two things<br \/>\n* Building your own structured hiring systems<br \/>\n* Why you need to ask these 2 embarrassing interview questions<\/p>\n<p><strong>October 25-26:<\/strong><\/p>\n<p><strong>PAUL WEYLAND IN BIRMINGHAM<\/strong><\/p>\n<p><strong>TWO DAYS OF BROADCAST SALES IMMERSION<\/strong><\/p>\n<p><strong>Birmingham\/Hoover venue TBA<\/strong><\/p>\n<ul>\n<li>Local Direct Sales-What it Is and What it Isn&#8217;t<\/li>\n<li>How to Prospect Local Direct Business<\/li>\n<li>Great New Ways to Get Appointments with Local Direct Decision Makers<\/li>\n<li>How to Make Proposals that Local Direct Decision Makers Want to Read<\/li>\n<li>The Seven Questions You Need to Ask Every Decision Maker<\/li>\n<li>How to Create and Make the Best Presentation Your Prospect Has Never Seen<\/li>\n<li>Why Client Objections Are Our Friends (and how to handle them)<\/li>\n<li>How to Negotiate without Turning Into a Pitiful Puddle of Spineless Goo<\/li>\n<li>How to Close the Sale<\/li>\n<li>5 Reasons Why Clients Say, &#8220;We Tried Advertising and it Didn&#8217;t Work.&#8221;<\/li>\n<li>What Account Executives Really Need to Know about the Creative Process<\/li>\n<li>How to Make Commercials that Make Cash Registers Sing without The Client Having to Sacrifice Price<\/li>\n<li>How to Calculate Return on Investment for your Client&#8217;s Advertising Campaign<\/li>\n<li>How to Triple or Quadruple what Your Client &#8220;Thinks&#8221; He Should Be Spending on Your Station<\/li>\n<li>Managing Client Expectations-How to Avoid Surprise Cancellations<\/li>\n<li>How to Present and Sell Your Station Regardless of Format, Program, Geography<\/li>\n<li>How to Sell Your Station Regardless of Ratings (or lack of them)<\/li>\n<li>Why Long-Term Contracts are So Important and How to Get Them<\/li>\n<\/ul>\n<p><strong>NOV 16:<\/strong><\/p>\n<p><strong>ACCOUNT EXECUTIVES WEBINAR<\/strong><\/p>\n<p><strong>Noon to 1pm<\/strong><\/p>\n<p><strong>HOW TO &#8220;TALK&#8221; ADVERTISING WITH YOUR PROSPECTS AND CUSTOMERS TODAY<\/strong><\/p>\n<p>* Why the ability to talk about advertising and how it really works is what will differentiate<br \/>\nyou from the parade of media reps in your market<br \/>\n* The two most important things you&#8217;ll ever learn about advertising<br \/>\n* What to say when a client says, &#8220;Nobody mentioned my ad.&#8221;<br \/>\n* How to get the advertisers&#8217; customers to mention their ads -a true story<br \/>\n* 5 concepts to share with your advertisers in your next meeting<br \/>\n* Why you need to learn from these 3 advertising legends<\/p>\n<p><strong>DEC 21:<\/strong><\/p>\n<p><strong>SALES MANAGERS WEBINAR<\/strong><\/p>\n<p><strong>Noon to 1pm<\/strong><\/p>\n<p><strong>THE COACHING IMPERATIVE<\/strong><\/p>\n<p>* How to determine when to coach and when to conduct one-on-one training<br \/>\n* What today&#8217;s top business coaches are teaching their &#8220;players&#8221;<br \/>\n* Why you need to stop giving answers and solving problems and start asking more\u00a0questions<br \/>\n* Chris Lytle&#8217;s #1 rule of coaching<br \/>\n* Plug and play: 3 coaching models you can use immediately after the session<br \/>\n* The crucial role enjoying their job plays in your salespeople selling more<br \/>\n* The very best all-purpose coaching question<\/p>\n","protected":false},"excerpt":{"rendered":"<p>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 &hellip; <a href=\"https:\/\/al-ba.com\/wp2\/next-aba-sales-webinar-wednesday-817\/\" class=\"more-link\">Continue reading <span class=\"screen-reader-text\">Next ABA Sales Webinar: Wednesday 8\/17<\/span> <span class=\"meta-nav\">&rarr;<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"ngg_post_thumbnail":0,"footnotes":""},"class_list":["post-10494","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/pages\/10494","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/comments?post=10494"}],"version-history":[{"count":6,"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/pages\/10494\/revisions"}],"predecessor-version":[{"id":10501,"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/pages\/10494\/revisions\/10501"}],"wp:attachment":[{"href":"https:\/\/al-ba.com\/wp2\/wp-json\/wp\/v2\/media?parent=10494"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}