Tuesday, June 26, 2012 | Edited by Daniel Moores
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Electronics Retailers Scramble to Adapt to Changing Market
Keywords: Consumer Electronics

Even as Best Buy insists it can get out of its current predicament, competitors are circling, as everyone tries to prove one point: that electronics stores can thrive. 		 


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Auto Radio Ads Have Greatest Influence Closest to Purchase

Category Update: Healthcare Companies

Baby Boomers: A Burgeoning Customer Market

On the Rise

More Consumers Dining Out on Sandwiches Boosts Category Growth

 

Clothing Stores Enjoy Being Able to Charge More
Keywords: Women's Wear Stores | Men's Wear Stores

Apparel retailers are charging higher prices and customers are accepting them, in a move away from the promotional approach that merchants were saddled with during the recession.
 

Survey of Home Improvement Pros Shows Big-Box Prominence
Keywords: Home Improvement

According to a quarterly survey of tens of thousands of home improvement professionals, more than 60% of pros shop at big boxes.
 
     
Research Quick Hits

Fourteen new vehicle models from nine vehicle brands are adding their names to the list of vehicles offering OEM HD Radio, according to iBiquity Digital. To read more

AAA projects 42.3 million Americans will journey 50 miles or more from home during the Independence Day holiday weekend, a 4.9% increase over the 40.3 million people who traveled last year. The expected 2012 Independence Day holiday travel volume will tie the past decade's previous high mark set in 2007 and represents a near 42% increase from 2009. To read more

Factory shipments of major appliances edged up 1.2 percent in May to 5.3 million units on strength in the cooking and kitchen cleanup categories. The gains, of 8.5 percent and 11.5 percent, respectively, helped offset softness in room air, refrigeration and home laundry last month. To read more

As Americans try to maximize the space of their existing homes, they're increasingly looking outside to create new, rejuvenating places. To read more

Immigrants are more inclined to own small businesses than native-born Americans and are increasingly opening shop in areas beyond the major cities in which they have traditionally settled, a trend that is energizing local economies and reshaping communities. To read more

Daily Sales Tip: Influence, Don't Just Inform

One of the biggest hindrances to selling success is being informative rather than persuasive. Information overwhelms us. Your role as a salesperson is to make the available information actionable for your buyers. To do that, you'll need to use all 'Five Prongs of Persuasion':

1. Word Choice: Positive, specific, precise words.
2. Rhetoric: Powerful phrasing and graceful grammar that pack a powerful punch on a buyer's memory.
3. Emotion: Feelings of pleasure, fear, safety, discomfort, pride, acceptance, rejection or prestige.
4. Logic: Reasoning and conclusions drawn from facts, information, opinions or ideas.
5. Trustworthiness: Trust in the principles, values and integrity of an individual or organization.

To persuade, you need to know and use the best words, to establish your own and your organization's credibility, and to identify the best strategies with each buyer -- whether that be primarily an appeal to emotion or an appeal to logic or a combination of both.

Source: Dianna Booher, CEO, Booher Consultants

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