The Toughest Objection

The toughest objection we face is "I've tried your publication in the past and it didn't work." It is very challenging to overcome an objection that comes from the customer's own experience. The key to addressing this problem is asking good questions. It is important to determine what type of program the customer ran and how often. Very often you will find that the customer ran one or two small ads with no offer. You will need to build rapport and try to establish trust with the customer. Eventually you may be able to get the advertiser to try your publication because of your relationship. Of course you need to give the customer the best possible program with a compelling offer. Remember no "NO" is ever permanent. Good selling skills and patience will win over the toughest customer.

Keep Smiling, Keep Selling!

Thanks Jim Busch