RAB Insights

RAB Research Archive

Ask, don't tell

An objection is an amazing opportunity to understand the needs of the customer. Most sales professionals squander this opportunity. They try to minimize the objection or convince the customer that their solution is best.

Instead, try to ask as many questions as you have to in order to understand their concern. Your demeanor should be calm, upbeat and inquisitive. Once you understand the root of the problem, deal with it head-on.

Source: Brandon Ficara, sales consultant