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Flood of Pent-Up Consumer Demand Predicted for Black Friday
Keywords: Thanksgiving | Christmas
Get out your coffee and your coupons. Black Friday, the traditional start of the holiday shopping season, is about to get bigger.
For the past several years, Black Friday has ranked as the largest shopping day of the year, in both sales and traffic. But analysts say a host of factors is converging to make it likely that Black Friday 2010 will set a record. |
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Time Management for Managers
Balancing the demands of a career with a personal life is difficult in any profession, but particularly so with sales managers.
Join RAB's Mark Levy for an enlightening webinar that will provide you with ideas on how to maximize your productivity on the job, while still enjoying the time you spend away from the office.
This one-hour presentation is scheduled for Thursday, November 11, at 10 AM Central. For more information and registration details, follow this link.
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New Auto Buyer Profiles and Format Profiles Now Available!
New 2010 Auto Buyer Profiles and Format Profiles have been uploaded to RAB.com.
These invaluable research tools are a must-have for Radio salespeople in markets of all sizes. The Auto Buyer Profiles and Format Profiles can be accessed on the RAB website in the "For Radio Stations" section, under the Prospecting tab.
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Foodservice Driving Convenience Store Visits
Keywords: Convenience Stores
Foodservice has become a key area of opportunity for convenience stores across the country. As revenues from gasoline and tobacco products fall, foodservice sales increasingly are becoming c-stores' most profitable category, according to Technomic Inc.'s Convenience Store Foodservice Consumer Trend Report. As more c-stores increase their focus on providing a wider variety of fresh, high-quality food offerings, competition is heating up within the market -- and the foodservice industry as a whole. C-stores are striving to gain a greater share of stomach and to compete with restaurants. |
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'Made in America' Tag Resonates with Shoppers
Keywords: Consumer Behavior
There is a sense of national pride when a world-wide innovation is created in the U.S. Advertising that emphasizes a product is "Made in America" plays to that national pride, and it seems to have results. |
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Daily Sales Tip: Closing Quickly
When the buyer gives a buying signal, close the sale and leave. It's simple, yet we as salespeople allow our egos and our pride to get in the way. Let me share two rules I have regarding sales presentations. They're not complicated rules, but many times are overlooked.
Rule 1: Close the sale as early in the call as you possibly can. The only exception is if the price or quantity the customer wants is not within the range of your objectives. If the buyer's requests are in your range of expectations, then get the order.
Rule 2: Close the sale before you run out of presentation. I tell salespeople with whom I am working that the measure of success is to not have to go through your entire presentation to close a sale. This rule is extremely important. You always want to have information and questions you can share with the customer. I like to view it as always having a "back pocket" presentation -- information I can share with a customer, but only if it is necessary. This gives me more flexibility and helps me close the sale earlier. My ego is saved and the buyer is not subjected to information they don't necessarily want to hear.
The final benefit of keeping some of your presentation in your back pocket is it subconsciously gives you confidence and determination. You will have confidence in knowing you have more information if you need it, and you will have determination to close the sale with the initial round of information and questions.
Source: Consultant Mark Hunter, "the Sales Hunter"
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