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Don’t Shoot Yourself In The Foot
(By Paul Weyland) In presentations with local direct decisionmakers, you need to be more focused on specific ideas to make the client’s register ring. If the customer says no, they’re not saying no to...
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Making “WOW!” Presentations
(By Paul Weyland) This article is going to show you how to make a presentation so awesome that your clients will still be talking about them when they go home. First, let’s start with the truth. Most...
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How To Shorten The Sales Process
(By Paul Weyland) Sales managers in all-size broadcast markets are not only concerned about shrinking TV/radio rates, but also about longer sales turnaround times.
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It’s Easy To Sell Radio Ads. Don’t Make It Hard
(By Paul Weyland) As we enter a new year and make our New Year’s resolutions, let’s add this one, please. Let’s make a promise to make our product/service easier, not harder, for our local clients to...
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Setting The Table For A Long-Term Local Direct Sale
(By Paul Weyland) If a salesperson says, “Hi, may I help you?” What is your immediate reaction? “No, thanks. I’m just looking.” We all know that script. Here's how to change it and make more sales.
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What Skeptical Business Owners Need To Hear
(By Paul Weyland) Business owners are nervous. Some are panicking. Many are still in shock. After all, it’s only been a month or so since their world was upended. Many local business owners aren’t sure...
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