Skip to contentIt’s no surprise that one of the most critical pieces of information to get from a prospect is possibly the most difficult question to ask. And that is: “What’s your advertising budget?” For the same reason you wouldn’t feel comfortable telling a stranger, or likely even a friend, about your personal finances, clients hate talking…
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Here are three benefits of good listening: 1. Listening builds trust. The best salespeople are good listeners who seem concerned with customer needs and help them purchase products or services in a cost-effective way. 2. Listening lowers resistance. It reduces tension and defensiveness on the part of customers who realize they aren’t going to be…
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We all know that radio gets results; however, there are some companies that still don’t appreciate the power of radio. Cause-related marketing (CRM) could be the key that opens the door to companies that are not radio-friendly. If your station offers CRM opportunities, use those occasions to revisit non-radio prospects. These companies might want to…
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The natural inclination when you’ve received a referral is to pick up the phone and call the prospect. Wrong move. When you simply pick up the phone and call, you’re giving the prospect the opportunity to determine you’re nothing but another tele-marketer and to mentally cut you off before you even have the opportunity to…
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Some salespeople view prospecting as nothing more than lining up the next sale. That’s a fallacy. Prospecting is a process in which prospects make the decision to do business with you. Few of them act quickly today. Many won’t make a decision until their backs are against the wall. This means that no one ever…
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