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Automakers Gear Up for Strong Second Half
Keywords: Autos-New Domestic | Autos-New Imported
June Sales End with Fireworks
After the fireworks of early July 4 promotions, U.S. light-vehicle sales heated up in late June. Now automakers are preparing for a second half as strong as the first six months of a surprisingly robust 2012. |
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A Fast-Changing Segment is the Industry's Hottest
Keywords: Automotive
Lower fuel prices, attractive incentives and a batch of eye-catching, redesigned models here and just around the corner are lighting a fire under mid-sized car sales.
Combined U.S. sales of the top six mid-sized cars shot up 37 percent in June, compared with gains of 25 percent for all cars, 19 percent for light trucks and 22 percent for the industry as a whole. |
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Mercedes-Benz Tops in Dealership Experience
Keywords: Autos-New Domestic | Autos-New Imported
Mercedes-Benz is still leading the pack in the U.S. when it comes to how its dealers treat shoppers. The automaker, which was in the top five of the J.D. Power & Associates dealership experience survey last year behind Lexus and Cadillac, ranks first in the latest Pied Piper Prospect Satisfaction Index (PSI). |
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Research Quick Hits
Coming this fall: The pickup wars resume with a twist. Expect boastful claims of horsepower, torque, towing capacity and durability. But this year the Ford and Ram brands also plan to duke it out over fuel economy. To read more
Retailers that cater to lower-income and higher-income consumers should be pleased with the most recent Consumer Reports Index, as those two groups showed the greatest improvement in consumer sentiment. To read more
Consumers are increasing their borrowing, possibly a sign that households are willing to spend despite the sluggish economy. To read more
Once again, Cars.com has come to the counter-intuitive conclusion that the Toyota Camry is the most American of all cars -- more U.S. sourced parts, U.S. manufactured and U.S. sales. To read more
Runners prefer to get their shoes from specialty running stores over online retailers and sporting goods stores. That's according to the Karhu Runners Industry Report, the first in a new ongoing research series from running shoe company Karhu, in partnership with Brookmark Research Services. To read more
The average age of vehicles in the U.S. has hit a new all-time high. Experian Automotive says the average age of the 245 million vehicles registered in the U.S. in the first quarter of this year was 11 years. To read more
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Daily Sales Tip: Voicemail Tips
If your customer or prospect can't understand your phone number, why would you expect them to return the phone call?
Make it easy for people. Leave your phone number twice on every voicemail, and when you say it, say it slowly to allow people to remember it.
This sounds simple, but it still seems to trip up far too many salespeople.
Salespeople are quick to assume that just because they have in their phone on speed dial the number of their key account contacts, that the contacts have done the same.
Sorry, it just doesn't work that way.
Here are a few more quick voicemail tips:
When leaving a voicemail message, don't use a Bluetooth or other audio enabled device. A call rarely comes through as clear on these as it does when you are speaking directly into a phone.
Make sure your voicemail message contains a benefit statement for the customer. Again, very important in a sales prospecting voicemail. It's about the prospect; it's not about you.
Keep messages tight and short: 11–14 seconds. You're right, that's short, and it means you have to know what you're going to say before you dial. The only exception is if you're calling a key account or some other type of customer you interact with a lot and you use voicemail to convey information, etc.
If it's an important message you're leaving, stand up to make it. Your voice will come across a lot stronger and more confident.
Don't think for a moment your title is important. Unless you're the CEO of a company, it's pretty doubtful the person you're leaving a voicemail message for cares about what you do. Don't waste precious time stating what you do.
Never leave enough message on a voicemail to allow the other person to make a decision without talking to you first. The exception, of course, would be if you're calling a key account or customer you interact with on a regular basis.
Tips like these will help you refine your skills and find more success when prospecting with the phone. You owe it to yourself and your career to learn all you can!
Source: Sales trainer/consultant Mark Hunter
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