Customer Reviews

2007 Fall list: Successful Local Broadcast Sales

5 star:		(8)
4 star:		(1)
3 star:		(0)
2 star:		(0)
1 star:		(0)

 

 

This book has been out for over two years, and nobody has written a review? This book is an undiscovered treasure, I think.
First let me say that it's refreshing to read a book on selling advertising by someone who has actually done it.

This book covers all the bases, prospecting, answering the most common objections, and closing.
It's obvious that the author has a firm grasp on how selling actually works.
He covers all the ways your client might advertise, and all their strengths and weaknesses.
He covers the most important part of advertising; Know how to advertise. It's the secret that separates the high producers from the bottom feeders.

He also covers completely how to convince the client to see advertising as an investment, and not an expense. How to discuss Return On Investment instead of the cost of the ad.

This is a complete course on how to sell broadcast advertising. But I would recommend the book to anyone selling any sort of advertising. The principles, problems, objections, and solutions are the same.

I wish I had written it.

This book is truly a breath of fresh air for me. I am fairly new to radio broadcast sales and had no idea I was making so many mistakes. I can't put this book down and I am eager to start putting all the principles into effect. If I could hug Paul Weyland, I would. Thanks Paul!!!

This is a "must-have" if you want to be successful in broadcast sales. Even if you are a successful broadcast sales person, this will hone your skills even more.

Successful Local Broadcast Sales in a must have for both those going into the media sales business and those already selling. The first thing I realized when I started working in TV sales was that my managers expected me to know how to sell. I thought, like many other reps, that I knew how to prospect, get appointments, present, and close a sale. Within a few months after having lackluster results I turned to reading this book. I changed the way I did business. I started making more sales.

Understand that many media reps won't read this and you can set yourself apart by becoming a resource to your clients, not a pestering bug. This book will show you how to position your proposals correctly, how to grad the attention of business owners. Imagine all the calls local direct clients get each week. From radio stations, TV, billboard, internet, direct mail, cable. Buy this book. It pays for itself with one sale.

Thanks Paul for your wonderful book. Articulate, real, and interesting. I use the methods out on the streets everyday. Best wishes! :)

I've been in broadcast sales for 6 years. About three years ago, I saw Paul Weyland at a state broadcasters association meeting. His method of selling made more sense to me than any of my previous training. I invested in myself, and bought his CD collection. As I started working his methods, my sales began to increase. Selling the "Weyland Way" was easy and my customers could understand what I was talking about.

Then, the company I worked for created thier own selling system and I could no longer use Paul's methods. Although some of the new information was pretty good, Weylands Way still made more sense to me, and was easier to explain to my customers, but since I couldn't use it, my sales hit a plateau.

About a year later, I left the company and after an abscence of about a year, I am back in radio, this time as a Sales Manager. After trying to use a variety of sales techniques, I finally bought the Successful Local Broadcast Sales book. After reading it again, it brought back all of the successes I had before. It's simple yet very effective. At the end of each chapter, there is a worksheet for the sales reps to complete. It helps guide them in the process and makes sure they understand each step along the way. The Weyland Way is now the only training manual for our sales staff.

I highly recommend this book for even the seasoned sales pro. It doesn't get any better than the Weyland Way!

YOU HAVE TO READ THIS BOOK!!!!!!! If you're looking to hit the ground running in the profession of broadcast sales, than you have to get a copy of Paul Weyland's book.

For anyone who is just starting out in the profession, or is getting frustrated because their sales have been down for awhile; the answers of success are in this book.

Let me put it this way. My Sales Professor who had sold for CBS in Cleveland, Ohio for 25+ years decided to use this as our text for the class; it has that much valuable information in it.

Its an easy read with many "ah ha" moments; all you have to do, is turn those "ah ha" moments into action. Do yourself a favor, GET A COPY!

I am new to radio sales and wanted to find a book to help give me momentum. This book has done that and more. Weyland helps you think outside the box. I purchased the electronic version and now plan to order a paper copy to make it easier to reference. This will definitely be a book I will continue to refer to and will read multiple times.

I would recommend Paul's book to anyone in media sales. I have recommended that our entire sales staff read it. We use his ideas everyday and I hope the competition doesn't.