RAB Insights

RAB Research Archive

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