RAB Insights

RAB Research Archive

Pay close attention to what your prospect isn't saying

Is your prospect rushed? Does he or she seem agitated or upset? If so, ask, "Is this a good time to talk? If it's not, perhaps we can meet another day."

Many salespeople are so concerned with what they're going to say next that they forget there's another human being involved in the conversation.

Source: Len Foley, sales trainer