Radio Sales Today

RAB Research and Sales Tips

Give prospects an easy out

We're all so used to high-pressure sales techniques that we're positively refreshed when that pressure doesn't materialize.

If you make your pitch, try ending it by telling the prospect that you understand if they think your product isn't a fit for them. Evidence shows that your close rate stays about the same, but here's the really powerful part: Your clients’ confidence increases, and you eliminate buyer's remorse.

If they make the decision based on their preference, rather than because of undue pressure, then they're happy with their choice. They don't expect you to favor their confidence over your sale.

Source: Sales author Mike Michalowicz