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More States Betting on Casino Gambling for Jobs, Revenue
Keywords: Casinos/Lotteries
The competition for Americans' gambling dollars is heating up, as several states eye major casino projects in a bid to reverse their fortunes in a tough economic climate.
And if approved, the projects could pose a threat to Las Vegas, long the nation's mecca for casino gambling. |
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Report by Nation's Largest Furniture Seller Lists Top 10 Trends of 2012
Keywords: Furniture Stores
Sectionals and storage beds lead a list of the top 10 furniture trends of 2012, according to Ashley Furniture HomeStores.
The retail division of Ashley Furniture, the nation's largest furniture retailer, said the popularity of certain items relates to the Americans' changing lifestyles. |
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Today's Youth a Tough Sell for Automakers
Keywords: Automotive | Generation Y Market
Automakers have a problem. The kids of America do not want cars.
At least not as much as they used to. |
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Research Quick Hits
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Daily Sales Tip: Manipulation or Persuasion?
Manipulation is getting prospects or customers to do something for your benefit. Persuasion is getting them to do something for your mutual benefit.
What's the difference? Manipulation is usually bad. It's done to serve your own interests without any regard to what you're doing for the prospect or customer.
Persuasion is good because it's done for the best interests of you and the prospect or customer. Here are some tips that may increase your persuasive powers:
Persisting. Persuaders realize that 80% of sales are made on the fifth call or later. They recognize that one of their most persuasive abilities is the refusal to give up. They understand that more than 75% of salespeople quit after calling on a prospect three times. Persuaders are in the elite 20% of the sales force that close 80% of the sales.
Personalizing. Persuaders recognize that a prospect wants to know one thing: "What's in it for me?" They add persuasion by personalizing every part of their presentation to meet prospects' own personal needs and wants.
Proving. Facts and testimonials are very persuasive. Persuaders recognize that third-party endorsements go a long way to building credibility. They're prepared to prove every claim they make with hard data, test results and performance records.
Positive. The best persuaders are positive about themselves, the company they represent, the products or services they're selling, and the prospects they're attempting to persuade. Enthusiasm is contagious. They persuade with power because they get customers and prospects feeling the same way.
Source: Adapted from Persuasion: The Art of Getting What You Want, by sales trainer/consultant David Lakhani.
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