The OAB Ten-Minute Sales Training Program

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, the free online training service for OAB members? You can easily play one of these short training videos on a laptop or other computer during your station sales meetings, enabling your entire sales staff to benefit from these training techniques .

Please note that you will need to log into the LocalBroadcastSales.com site to view the videos. If you have not already registered with LBS--which is free for all OAB members--please contact the OAB at 866-OAB-5794 to receive your access code. You can also log into the member-only section of www.oab.org/localsales to learn how to access this free training resource.

Focusing on Your Sales Strengths

Here are some suggested training modules geared for focusing on your sales strengths:

• Week 1: Your Strengths for Selling the Web – Web Sales Basics with Stephen Warley
• Week 2: Value of Buying Local – Small Market Sales with Paul Weyland
• Week 3: Staying Positive  – Motivating Yourself in Today’s Economy with Gary Moore
• Week 4: Enthusiasm  – Motivating Yourself in Today’s Economy with Gary Moore

Selling the Web with Broadcast

Here are some more suggested training modules geared for improving your web sales:

• Week 1: Selling the Web with Broadcast – Web Sales Basics with Stephen Warley
• Week 2: Local Value Proposition – Executive Web Sales Strategies with Bill Caudill
• Week 3: Key Differences Between the Web and Broadcast – Web Sales Basics with Stephen Warley
• Week 4: Beyond the Banner Ad – Executive Web Sales Strategies with Bill Caudill

Better Understanding Your Client’s Needs

Here are some suggested training modules on ways to connect with a potential client:

• Week 1: How to Listen – Effective Networking with Diane Darling
• Week 2: Recognizing Your Customer’s Personality Style – Selling by Personality with Gary Moore
• Week 3: Interview Your Clients – Sales 101 with Paul Weyland
• Week 4: Developing Valuable Relationships – Effective Networking with Diane Darling

Web Sales 101

Here are some suggested training modules geared for improving your web sales:

• Week 1: Key Differences Between Broadcast and the Web – Web Sales Basics with Stephen Warley
• Week 2: Capitalizing on Your Strengths –Web Sales Strategies with Bill Caudill
• Week 3: Display Ads – Web Sales Basics with Stephen Warley
• Week 4: Client Ascertainment – Consultative Selling for the Web with Stephen Warley 

Sales Tips for Small Market Stations

Here are some suggested training modules geared for small markets stations:

• Week 1: Selling in a Recession – Small Market Sales with Paul Weyland
• Week 2: Secret to Radio Sales is Re-Orders – Radio Sales with Dan O’Day
• Week 3: Local Value Proposition – Web Sales Strategies with Bill Caudill
• Week 4: Success in Small Markets – Small Market Sales with Paul Weyland 

Lead Training

Here are some suggested training modules focused on generating leads:

• Week 1: Finding Good Leads – Business Development with Susan Novicki
• Week 2: Leaving Effective Voice Mails – Effective Networking with Diane Darling
• Week 3: Getting Appointments – Sales 101 with Paul Weyland
• Week 4: Lead Management – Web Sales with Stephen Warley