Radio Sales Today

RAB Research and Sales Tips

Getting the prospect to open up

Veteran sales professionals typically ask questions in the beginning that make the prospect open up. One of my favorite-rapport building questions is to ask how the person I am speaking with ended up in their industry, in their role, etc.

This gets the prospect talking about themselves, opens them up and also provides valuable insight as to where they are coming from.

Source: Sales professional Marc Medini