Archive for January, 2010

The Consultative Sales Approach

Monday, January 25th, 2010

As the broadcast industry continues to evolve, sales training has never been more important. Why not carve out 10 minutes in your weekly sales meeting for some targeted training from LocalBroadcastSales.com?

This week’s training idea from LBS:  The Consultative Sales Approach

1) Consultative Selling – Business Development with Sue Novicki

2) Negotiations: Creating Win-Win  – TV Sales with Ron Steiner

3) Adjust your Sales Approach – Consultative Selling for the Web with Stephen Warley

Need training suggestions?  Email info@localbroadcastsales.com.

Haven’t created a profile on LBS yet?  Contact your state broadcast association for an access code.

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Key Questions to Ask New Clients

Sunday, January 24th, 2010

During your first meeting with a potential new client, you should do a lot of listening and your client should be doing most of the talking.  The only talking you should be doing is asking questions. (more…)

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Training for Anwering Client Objections

Monday, January 18th, 2010

As the broadcast industry continues to evolve, sales training has never been more important. Why not carve out 10 minutes in your weekly sales meeting for some targeted training from LocalBroadcastSales.com?

This week’s training idea from LBS:  Answering Client Objections

1) Answering Client Objections – Consultative Selling for the Web with Stephen Warley

2) Rate Resistance –Sales 101 with Paul Weyland

3)  Negotiations: After Submission of Proposal – TV Sales with Ron Steiner

Need training suggestions?  Email info@localbroadcastsales.com.

Haven’t created a profile on LBS yet?  Contact your state broadcast association for an access code.

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Understand Your Client’s Measure for Success

Sunday, January 17th, 2010

Probably the best way to minimize client objections to any sales proposal is to have a clear understanding of how they will measure the success of their campaign from the start. (more…)

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Training For Setting Up More Meetings

Monday, January 11th, 2010

As the broadcast industry continues to evolve, sales training has never been more important. Why not carve out 10 minutes in your weekly sales meeting for some targeted training from LocalBroadcastSales.com?

This week’s training idea from LBS: Setting Up More Meetings

1) Getting Appointments – Sales 101 with Paul Weyland

2) Scheduling Meetings – Consultative Selling for the Web with Stephen Warley

3) Basic Motivational Concepts – Selling by Personality Style with Gary Moore

Need training suggestions?  Email info@localbroadcastsales.com.

Haven’t created a profile on LBS yet? Contact your state broadcast association for an access code.

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Training for Business Development

Monday, January 4th, 2010

As the broadcast industry continues to evolve, sales training has never been more important. Why not carve out 10 minutes in your weekly sales meeting for some targeted training from LocalBroadcastSales.com?

This week’s training idea from LBS: Business Development

1) What Is Business Development? – Business Development with Sue Novicki

2) Finding Good Leads – Business Development with Sue Novicki

3) Evaluating a Good Lead – Business Development with Sue Novicki

Need training suggestions?  Email info@localbroadcastsales.com.

Haven’t created a profile on LBS yet? Contact your state broadcast association for an access code.

Posted in Weekly Training Ideas | No Comments »