Radio Sales Today

RAB Research and Sales Tips

Anticipate potential problems

If you don't address your prospect's specific needs with your offering, you can count on hearing objections. Anticipate these obstacles and determine what you will do or say to move past them.

Here is a tip that will help you respond more effectively to objections: Rather than respond immediately, restate the prospect's question. This gives you an additional moment or two to think of your response.

However, if you have planned your approach, you will not be caught off-guard by these objections.

Source: Kelley Robertson, sales consultant/author