Radio Sales Today

RAB Research Archive

Just listen

One of the biggest mistakes Alternative Revenue sellers make is not listening to the customer. We often are so concerned with getting a package in front of a manufacturer that we leave out the most important first step in developing new customers.

Ask questions to find out their needs and wants and then just listen. Customers will tell you everything you need to know to sell them if you will just listen.

Source: Brandeis C. Hall, RAB