Radio Sales Today

RAB Research and Sales Tips

Mirroring the prospect

Try to match the prospect’s communication style at every turn. If the prospect speaks rapidly and you don’t, pick up your pace a bit. If the prospect appears to be detail oriented, know your product or service well to cover their questions.

If the prospect has a sense of humor, relax and show your humorous side. If, however, your prospect is a no-nonsense person, get to the point quickly.

Source: Sales consultant Kathy Maixner