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Americans Love Their SUVs...From Detroit
Keywords: Automotive | Truck Dealers
Car sales this year are proving the theory that America's love affair with the sport-utility vehicle is far from finished, despite gas prices. And last month, they wanted their SUVs from an American automaker.
The SUV may go by different labels these days -- such as CUV, crossover or tall wagon -- and the SUVs feeling the love generally are smaller than in the old school utes. |
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Radio Mercury Awards Entry Deadline Extended
The deadline for submitting entries to the 2011 Radio Mercury Awards has been extended to this Friday, July 22.
With over $130,000 in prizes, the Radio Mercury Awards represent the only creative competition devoted exclusively to radio. Agencies, production companies, radio stations, schools and universities are all eligible to enter.
For information on how to submit your commercials and campaigns, follow this link.
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Getting a Bigger Share of the Political Advertising Pie
How can you grab a bigger piece of the political ad dollar pie, which is expected to generate $4.8 billion in spending for 2012?
By attending this timely webinar, where you'll learn the keys to developing a successful sales strategy in this all-important category for radio. Topics will include an examination of the political landscape in general, an explanation of political advertising (including unit rate structures), and how to sell radio's strengths and those of your particular stations.
Join political experts Anne-Marie Petrie of CBS Radio and Patrick McGee of Katz Radio Group, along with RAB's Sheila Kirby for this important presentation on Tuesday, July 26, at 3 PM (Central). For registration information, click here.
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Small Car Prices Should Drop as Availability Increases
Keywords: Autos-New Domestic | Autos-New Imported
Thinking of trading in the clunker in your garage for something that gets better gas mileage? Wait a little longer.
Small car prices, which have set record highs this year, are expected to come down this fall.
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Dealers Sell to Surprised Smart Phone Shoppers
Keywords: Automotive | Technology
Jerry Draga quickly realized the sales power of smart phones.
Draga, general manager of Jack Matia Honda in Elyria, Ohio, said he sold vehicles to the first six people who used a new service on the dealership's Web site. The service lets shoppers download detailed vehicle information to their mobile phones by clicking an icon. |
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Daily Sales Tip: Empowering the Gatekeeper
Do not bypass gatekeepers. Build alliances. Do not come down to their level. Come up to their level. You never know with whom you are talking. For all you know, the "secretary" is the owner.
Gatekeepers' jobs are to push you away, but in the same respect it is their job to determine what might be a benefit for the company. Humanize with them. Make a joke. Have fun. Be respectful. Treat them like they are the owner.
And here's an interesting idea -- never ask for the person in charge. Assume they are the people in charge. Say you want to meet with them "and whoever else also makes the purchasing decisions." There are two reasons here:
1) Who you think is in charge and who really is could be different people. By letting them say if they are or not, you will get the real answer;
2) At the same time, by respecting them and their importance, you are separating yourself from every other sales rep who tramples upon them with disrespect as they try to reach the decision-maker.
Source: Sales consultant/author Todd Natenberg
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