Radio Sales Today

RAB Research and Sales Tips

Don't expect to win an argument and close the sale

Debating your sales prospect is never smart, so avoid debates when you hear a sales objection.

Your sales prospect is not rejecting you or your offering, so don’t take it personally. Your prospect simply has a question, a concern or perhaps fails to understand something you said. No big deal!

Winning the argument and failing to close the sale is a surefire way to earn fewer commission checks. Stop arguing and start communicating new information whenever you hear an objection. Your prospect will come to a new opinion concerning your offering once new information is provided by you.

Source: Sales trainer Nick Moreno