Radio Sales Today

RAB Sales Tips

Be flexible

During your sales conversations, you’re naturally going to come across new challenges and unique demands from your prospects. This makes sense, since each company you work with is structured a little differently, has a distinct set of internal processes and objectives. Since saying "you can’t," "won’t," "that’s impossible" and other variations of "no" to your prospect is a death sentence, your sales strategy needs to be flexible enough to adapt in the face of new challenges on the go.

When you say "no," you lose your perception as a problem-solver and instantly close the door to a room full of possibilities. Instead of disagreeing with or flat out turning down a request from your prospect, use a response like, “I’d love to make that happen for you,” which will give you the opportunity to check with the rest of your team and see if there’s any possibility to accommodate their request.

Source: Marketing consultant Ryan Robinson