Thursday, April 24, 2014

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Customer Service Pays Off for Small Businesses
Keywords: Small Business

An increasing number of consumers are electing to spend their money with small businesses, primarily because of a preference for supporting their local economy and the personalized service these establishments provide.

These conclusions are part of a new survey from AYTM Market Research, which also found that more than 60% of the respondents said they would pay higher prices to support small businesses.

(Source: eMarketer, 04/21/14)

Upcoming Webinar: Social + Mobile -- Incremental Revenue for Radio

This webinar features the findings of BIA/Kelsey, with information about two fast-growing areas of digital advertising. You'll learn the key implications of both social and mobile for radio stations, and opportunities for you to add incremental revenue.

BIA/Kelsey's Senior Analyst Jed Williams will present proprietary research and recommendations for radio. He'll include case studies of successful station programs you can use as ideas in your own market.

This webinar will presented twice: Tuesday, May 20, at 10 AM, and again on Thursday, May 22, at 3 PM. For registration information, click here.

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Homeowners Looking to Spruce Up Their Residences with a New Coat of Paint
Keywords: Home Improvement | Paint Stores

A new survey by Sherwin-Williams finds that seven out of 10 homeowners expect to undertake some type of house-related improvement project in the next six months.

(Source: Hardware Retailing, 04/10/14)

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Appeal of Imports Increases Among Beer Drinkers
Keywords: Beer

All the publicity surrounding the growth of craft beer has somewhat overshadowed the fact that another category of suds -- imported beer -- is doing quite well itself.

(Source: Technomic, by Donna Hood Crecca, 04/08/14)

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Daily Sales Tip: Five Key Closing Questions

Recently I got a request for questions that could be used during the close or presentation stage. These questions will vary from taking a prospect's pulse, to seeing if they are with you, to finding out if a benefit you just listed would work for them, all the way to a trial close.

1. After giving any part of your presentation, you should ask, "Are you with me so far?" You can vary this with, "How does that sound?" Or, "Do you see what I mean?" and, "Does that make sense?"

Always listen carefully to not only what they say, but to how they say it. And always allow a few seconds after they respond to give them time to add something else.

2. Any time you give a benefit, ask, "How would you use that?" or, "Could you use that?" Or, "Would that work for you?" Or, "Would that be of benefit in your situation?"

Again, LISTEN to what and how they respond...

3. Another good question to ask throughout your presentation is, "Do you have any questions so far?"

This is one of the best questions to ask, and it's also one of the least used. You'd be amazed by the kinds of questions you'll get, and each one reveals what your prospect is thinking. You must use this question often!

4. Trial closes are always good -- "Does this seem to be the kind of solution you are looking for?" or, "How is this sounding so far?" or, with a smile, "Am I getting close to having a new client yet?"

Even though that sounds cheesy, you'd be amazed by how it will often break the ice and get your prospect to lower his/her guard.

5. When you're done with your presentation, always ask, "What haven't I covered yet that is important to you?"

This is a great way to end your presentation, because if they tell you they don't have any questions, then you get to ask for the order! If they do have questions, you answer them and then ask for the order!

The bottom line is that asking questions -- and then shutting up and listening -- is still one of the most important things you can do either during the qualification stage or during the close. Use the above questions during your next presentation and watch your closes get stronger and your income get bigger!

Source: Veteran sales consultant Mike Brooks

Advertising Agency Franchise Owner, Viamark - MA, CT, RI, NH, VT, ME, NY, NJ, PA, DE, NC, SC, TN, GA, FL

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