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Survey: Gas Prices Have Yet to Hurt Restaurant Sales
Keywords: Restaurants | Fast Food
Rising gas prices, an increasingly-cited concern among restaurant operators, have yet to significantly impact sales, according to a recent survey.
The U.S. average price of regular gasoline was $3.93 per gallon during the middle of last week, according to AAA's Daily Fuel Gauge report, up nearly $1.07 from the $2.86 a gallon a year ago. Restaurant executives have worried that these higher prices at the pump would put a damper on consumer spending.
However, most respondents to a survey conducted by Robert W. Baird & Co. reported high fuel costs had little to no effect on April sales, and the firm is projecting improving sales trends for May. |
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Retail Marketing Webinar to be Repeated Today!
Retailers and manufacturers are doing a complete re-think on how they market their businesses and products to consumers. So Radio has to re-think how we sell to retailers and product manufacturers.
In this webinar, Retail Marketing: Integrated Campaigns That Sell, you'll learn how to glean money from national brands and local retailers, contemporary strategies featured in successful campaigns, and what decision-makers want from you in order to say "Yes!"
This presentation will be repeated today at 3 PM (Central). For more information, click here.
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Are You Getting Your Share of Digital Business?
There is a reason Radio is not getting the Digital revenue it deserves: Too many clients don't think Radio sellers understand Digital. And that means the money that could be going to Radio, to your stations, to your commission checks, is likely going somewhere else.
It doesn't have to.
RAB's Certified Digital Marketing Consultant (CDMC) training will give you and your team the confidence and ability to present and close your station's Digital business. Period.
The next online class begins Thursday, June 9. For more information, contact Rob Boaden today at (843) 757-5066 or rboaden@rab.com. |
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Americans are Loving on Their Lawns
Keywords: Home Improvement | Hardware Stores
As home-improvement stores continue to wade through choppy economic waters, Americans are turning their DIY determination to lawn care and landscaping projects.
New research from Scarborough shows that 50 million homeowners -- or 29% -- are currently working on a landscaping project, making it the top DIY priority around the country. |
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Department Stores in Good Position After 1Q Resurgence
Keywords: Department Stores
Department stores delivered in the first quarter, with their strong results reflecting initiatives, including more exclusive brands, that should aid them as the year progresses and conditions become more challenging.
The major midtier department chains all delivered solid earnings, with topline results showing their customers felt comfortable spending and their merchandise was compelling. |
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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
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