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Competition Mounting for Convenience Shoppers' Attention
Keywords: Convenience Stores | Supermarkets
Grocery, Other Retail Outlets Increasingly Appealing to On-the-Go Consumers
Convenience stores -- which have traditionally served all the needs of consumers looking for a convenient location, a quick grab-and-go purchase and long hours of operation -- are finding themselves being upstaged increasingly by other retail outlets that are filling those needs and other consumer preferences, according to research by The NPD Group. |
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Got a question? Call the Member Benefits Helpline at 800-232-3131 or email memberbenefits@rab.com.
Webinar This Week: Addressing Objections to Integrated Marketing Solutions
Prospects raise objections because they have questions about your credibility, the solution your station is offering, and its true value for their money.
In this information-packed webinar, RAB's Brandeis C. Hall will show you how to spot the most common objections in advance, create a conversation that keeps the client moving forward, identify the client's TRUE objection(s), and offer ideas for persuading the customer without seeming pushy.
This presentation will be offered twice this week -- today at 3 PM (Central), and again on Thursday at 10 AM (Central). For more information, click here.
RAB's In-Person Certified Radio Sales Management Class
RAB invites you to be a part of the in-person "Certified Radio Sales Management" course, March 6-8, in Dallas.
This intense three-day session will focus on key areas managers need to help keep their stations on a growth track for 2012...and themselves on a growth track for their career! The workshop is intended for anyone who has "manager" on their business card and is responsible for people and revenue.
For more information, contact Rob Boaden at 843/757-5066, or rboaden@rab.com.
Auto Radio Ads Have Greatest Influence Closest to Purchase
Category Update: Healthcare Companies
Baby Boomers: A Burgeoning Customer Market
On the Rise
More Consumers Dining Out on Sandwiches Boosts Category Growth
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Orthodontists Market to Adults Seeking Prettier Smiles
Keywords: Dentists
Once as closely associated with adolescence as algebra, orthodontists have in recent years treated growing numbers of adults.
From 1994 to 2010, the number of Americans 18 and older getting braces or some other teeth-straightening treatment from an orthodontist has jumped 58 percent, to 1.1 million from 680,000 annually, according to the American Association of Orthodontists. |
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Dealers Optimistic After Early Boat Show Results
Keywords: Boating
Despite decreased attendance at several boat shows, boat dealers from across the country are reporting an improved buying mood, translating to an increase in sales compared to last year.
Boating Industry magazine spoke with four dealers, who combined to attend National Marine Manufacturers Association-produced boat shows in Atlanta, Chicago, New York and Toronto. |
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Research Quick Hits
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Daily Sales Tip: Finding the Right Sales Mentor
Lately I've been hearing a lot of pretty successful people talking about how much they owe their achievements to their mentors. From vice presidents of sales to sales reps to business owners, they attribute their accomplishments, at least in part, to having a mentor to guide them.
Often though, salespeople who aspire to be the best don't have anyone to help them find the way. One of the biggest reasons may be that they don't know where to look.
Here are five tips to help you find your right sales mentor:
1. Think about what you need a mentor for. The first step toward finding a good sales mentor is to think about what you're actually hoping to gain from the relationship. Is it a sense of perspective on your career or territory, someone who can help you overcome a particularly difficult challenge you're facing, or something else? Be clear with your objective.
2. Find someone who is successful, positive, and a good listener. Look for a mentor with proven sales success, experience overcoming challenges and achieving goals that are similar to your own. He or she should offer a sounding board for the sales and career issues you're facing. Understanding what you're going through will allow your mentor to give valuable input, hold you accountable to your objectives, and push you to do your very best. Your mentor is your coach and cheerleader!
3. Your mentor shouldn't be your manager. While your sales manager may fill a mentor-like role in many ways, it's a good idea to have a separate person as your mentor. Why? Because you want to be able to speak openly. For example, you may have set a goal to sell double your quota. Your mentor can help you develop the strategy to do it, then push you to accomplish it. But your mentor won't forecast it like your manager might. Your mentor is your confidant and strategist.
4. Don't be afraid to consider mentors from other industries or backgrounds. There's no rule that says your mentor has to have, or have had, a similar sales job to the one you have. In fact, advice and guidance from a mentor who doesn't work in your field could yield an entirely new perspective. Because they're starting with a blank slate, they may be able to ask the kinds of questions that will lead you to an inspiration that you wouldn't have found otherwise.
5. It's okay to have multiple mentors. As you consider the benefits of having a sales mentor, you may find that it's beneficial to have more than one. For example, if you aspire to a sales executive role, a sales executive mentor would be invaluable. At the same time, if your strategy to get there is by growing alliance partner relationships for the company, having a mentor with experience there is also important. You don't want to have so many mentors that there isn't time to put their advice into action, but don't be afraid to approach more than one.
A mentor can catapult your success and once you start looking, you'll notice potential candidates all around you. Set an appointment to talk over coffee. You might be surprised at how open they are to helping, and just how much you'll gain from the experience!
Source: Sales author/consultant Kendra Lee, president of KLA Group
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