Autosignal | Wednesday, March 19, 2014

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Crossovers, Trucks Continue to Outsell Cars
Keywords: Autos-New Domestic | Autos-New Imported

Crossovers and pickups continue to lead the way in automotive sales as 2014 begins to unfold. And from an economic standpoint, that's not a bad thing, analysts say.

After the first two months of this year, cars accounted for 47.4% of U.S. sales, according to data from WardsAuto.

(Source: Detroit Free Press, by Alisa Priddle, 03/16/14)
Join Us At The NAB Show!

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.

The first of these seminars is new to the agenda -- Lunch and Learn -- A Discussion on Radio's Four Significant Issues. It will include segments on the perception of radio, digital revenue, HD radio and overall revenue trends.

This session is scheduled for Monday April 7, from 12:00-1:30 PM. For more information on the NAB Show, follow this link.

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Report Ranks Least Expensive Vehicles to Insure, And Which States Have Lowest Rates
Keywords: Auto Insurance

A new study from online research organization has produced a list of the least expensive 2014 vehicles to insure, and the Jeep nameplate emerges as a standout.

The report also breaks down the most and least expensive states for car insurance, with Ohio drivers paying the least, and Michigan motorists the most.

(Source:, 02/24/14)

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Popularity of In-Vehicle Technology Increases
Keywords: Consumer Electronics -- In-Car/Telematics

Fifty-nine percent of online U.S. consumers of driving age stated that in-vehicle technology was an important consideration in their car-buying decision, according to a new survey from the Consumer Electronics Association.

(Source: Consumer Electronics Association, 03/06/14)

  Read More


Daily Sales Tip: What Is Rapport?

Rapport creates the space for the person to feel listened to, and heard, which doesn't necessarily mean they have to agree with what you say or do. You can appreciate each other's viewpoint.

When you have rapport with another person, you have the opportunity to enter their world and see things from their perspective, feel the way they do, get a better understanding of where they are coming from. And as a result, enhance the whole relationship. This will allow them to feel good about themselves, you, and the relationship you've started.

The key to establishing rapport is an ability to enter another person's world by assuming a similar state of mind. The first thing to do is to become more like the other person by matching and mirroring the person's unconscious behaviors -– body language, voice, words, etc. Matching and mirroring is a powerful way of gaining an appreciation of how the other person is seeing/feeling/experiencing their world.

The simplest way to help build rapport is to match the micro-behaviors of those you wish to influence. Any observable behavior can be mirrored, for example:

* Body posture
* Spinal alignment
* Hand gestures
* Head tilt
* Blink rate
* Facial expression
* Energy level
* Breathing rate
* Vocal qualities (volume, tonality, and rhythm)
* Key phrases and words
* Anything else that you can observe...

At first, this may seem a little strange or uncomfortable for you as a salesperson; though I assure you, with a little practice you'll become natural and proficient at it in a short period of time. And remember this: The basis of rapport is a natural process, which is happening already within any interaction between two or more individuals. You are simply duplicating the process on a 'conscious' level with purpose and volition.

You may wish to start with family members by beginning to match different aspects of their posture, gestures, voice, and words. Have fun with it and see if they notice what you are doing. At work or socially, start by matching one specific behavior and once you are comfortable then match another. For friends with whom you really feel comfortable, notice how often you naturally match their postures, gestures, and tone of voice or words.

Matching comes naturally. You need to learn how to do it with everyone. Matching will then eventually become automatic.

Source: Sales speaker/author John Santangelo

Sales Manager, West Virginia Radio Corporation
Small Market Manager, Digity

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