Thursday, March 13, 2014

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Increased Competition Hasn't Resulted in Lower Wireless Bills
Keywords: Cellular Phones

Despite the various individual and multiple-user wireless plans that are constantly being introduced by the major and smaller carriers, consumers are paying more for their phone bills.

Average monthly revenue per postpaid customer across the industry increased 2.2% to $61.15 in the fourth quarter of 2013, according to New Street Research. In the first quarter of 2010, the average was $55.80.

(Source: The Wall Street Journal, by Thomas Gryta, 03/10/14)
The NAB Show: A Chance to Learn!

The Radio Advertising Bureau will present five revenue and growth oriented sales and marketing sessions at this year's NAB Show, to be held in Las Vegas April 5-10, 2014.

On Monday, April 7, from 2:00-3:00 PM, Concentrating on Core Radio Revenues will be offered. Digital and integrated media are important, but don’t let these new attractions allow your salespeople to take their eye off of your primary revenue opportunities.

For more information on the NAB Show, follow this link.

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Beer Alternatives Are a Hit With Consumers
Keywords: Beer

Although craft beer has gotten most of the headlines for its rapid growth in recent years, a couple of traditional beer alternatives -- hard ciders and fruity malt alcoholic beverages -- are growing even faster.

(Source: TIME, by Brad Tuttle, 03/06/14)

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How Can Garden Centers Enhance Their Appeal?
Keywords: Lawn and Garden

With the impending arrival of spring, getting outside is something gardening enthusiasts have been eagerly anticipating -- especially after this year's rough winter.

And how can traditional nurseries and garden centers best attract customers, considering the competition they face from home improvement stores and mass merchandisers?

(Source: Today's Garden Center, by Susan Hogan, Bridget K. Behe and Carol Miller, 02/14/14)

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Daily Sales Tip: Asking For Commitment

All of us in sales have, since day one, had it drilled into us that we must "ask for commitment" from the buyer. Unfortunately, too many of us interpret this to mean simply, "ask for the order." Thus, we feel that the only time to ask for commitment is at the end of the sale -- at the "close" -- when we ask for the Ultimate Commitment.

In reality, you should be asking for commitments at various points in a sales cycle. Why? Well, any of you who have experienced "things were going so great, why won't she call me back" syndrome will understand why.

First, if a prospect is unwilling to agree to do even the smallest request, what does that signal to you about how serious this prospect is?

Second, the more commitments you get your prospect to make and keep, the more he has invested in the deal, the more he's stuck his neck out, the more difficult it will be for him to simply walk away from it.

Think about it. If your contact has invested lots of his personal time, and gotten others to do the same (including the boss); if this investment has become a high-profile one throughout the organization, it's going to be pretty difficult for him to simply pull out and say, "we're just going to stick with the status quo," without getting a whole lot of egg on his face.

Remember, commitment is a two-way street. Too often, out of an eagerness to please, we commit to doing something for our prospects without asking for a reciprocal commitment from them. You have just as much of a right to ask a qualified prospect to invest time and effort to get you what you need as he does to ask you to get him what he needs.

Source: Craig James, founder and president of Sales Solutions

Sales Manager, West Virginia Radio Corporation

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