The Restaurant Customers of Tomorrow
Keywords: Restaurants | Fast Food

Three areas of the population -- those older than 55, kids under 11 and Hispanics -- offer extensive opportunities for sales growth in restaurants, an expert told attendees at the Research Chefs Association's recent 12th annual conference and exposition.

Trend watcher Liz Sloan, president of Escondido, Calif.-based Sloan Trends Inc., said that those demographics are showing growth in per capita spending and the potential for increasing foodservice sales.

Tee Time: Golf Industry Has Optimistic Outlook for 2012
Keywords: Golf

Golf in the U.S. is growing for the first time in five years as an economic recovery strengthens enough to be measured in the clubs, cleats and plaid shorts that fuel the sport's $25 billion consumer market.

Daily Sales Tip: Add Value, Not Cost

It's natural for prospects to try to negotiate the best terms possible for their company's investment.

One way effective salespeople negotiate win-win outcomes is by offering prospects more value in return for something else, whether it's a bigger purchase or a longer service contract.

This way, instead of adding costs, the salesperson is providing additional value (and getting something in return).

The important part is that the prospect views the salesperson as someone who's interested in serving his or her needs.

That goes a long way toward building trust and buyer loyalty.

Source: Adapted from Value Added Selling, by Tom Reilly, president of Tom Reilly Training

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