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June Car Sales Likely to See Double-Digit Gains
Keywords: Autos-New Domestic | Autos-New Imported
Hybrid and EV Demand Slips as Fuel Prices Fall
Once again, the U.S. auto industry appears to be in the driver's seat when it comes to an otherwise-anemic American economy.
Sales of new vehicles are looking likely to post double-digit gains over June 2011 numbers, according to industry analysts, straining industry production capacity. |
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Jaguar, Porsche and Cadillac Gain in Quality; Chrysler, Mercedes, Ford Slip
Keywords: Automotive
Lexus Repeats Atop J.D. Power's New-Vehicle Quality Study
Jaguar, Porsche and Cadillac posted the biggest improvements in new-vehicle quality for the 2012 model year, while the Mini, Chrysler, Mercedes-Benz, Ford and Subaru brands fell back in a year that saw overall industry quality advance nearly 5 percent, according to J.D. Power and Associates' 2012 U.S. Initial Quality Study. |
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How Many of Those Facebook Clickers Are Just Tire Kickers?
Keywords: Automotive | Social Media
Automakers love marketing on Facebook. They share videos, photos and chatter with millions of fans of their brands.
But converting Facebook fans into paying customers? Well, that's a work in progress. |
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Research Quick Hits
We spend less of our money on groceries than we did 30 years ago. And the way we spend our grocery money has also changed. To read more
Jiffy Lube is launching its first franchisee-funded national ad campaign in more than two decades, and it includes radio. To read more
A new report from The NPD Group looks at some demographics of the running footwear market, and the lightweight performance shoe segment in particular. To read more
Now appearing at wedding receptions: the supermarket cake. Publix, Safeway and other grocers have started to muscle their way into the fancy-fondant realm, adding new designs and flavors to their bakeries' repertoire to woo brides and grooms who want a custom cake. To read more
The long-haul trucking industry is looking for ways to attract new drivers, who are currently in high demand. To read more
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Daily Sales Tip: Understanding Objections
Unfortunately, the first two orders many new salespeople receive are "Get out and stay out!" It is only natural for your prospect to procrastinate when asked to make a decision involving money. As a general rule, people are hesitant to commit to purchasing a product or service until they have convinced themselves that they need it and are assured they are getting it at a fair price.
Research indicates a prospect will say no on average five times before they actually buy. As a professional salesperson, it is important to remember that an objection is not a rejection of you personally.
Believe it or not, objections are a good sign and you should actually look forward to them. After all, if your prospect was not interested in your product or service, they wouldn't be asking questions. Simply put, an objection is nothing more than a request for additional information. Top producers not only expect objections during the sales process, they actually anticipate them.
Typically, a prospect's objections will fall into four major categories: no money, no perceived need, no hurry, or no trust. If you haven't built trust and rapport with your prospect, qualified them financially, and conducted a thorough needs analysis, you can expect them to use objections to derail the sales process.
When addressing an objection, don't dump the whole bale of hay. The majority of salespeople have a tendency to overwhelm and bore their prospects by over-educating them. Many salespeople lengthen the appointment and use up their valuable fall-back positions in an attempt to show how knowledgeable they are.
Occasionally your prospect's objection may be disruptive, and therefore, you might want to delay answering it until a more appropriate time. When you make the decision to delay your response, I recommend you write their question down and ask them, "Would it be OK to address this question later on in my presentation?" However, if the same objection comes up twice, you should stop and address it immediately.
Source: Sales trainer/consultant John Boe
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