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Sales Tip from the RAB Training Academy: Small Things Can Mean A Lot

By John Potter, VP/Director, Radio Training Academy

My son, a senior in high school, and I made a college visit to the University of Colorado. The campus is beautiful, but he initially showed little emotion for the University one way or the other.

But as we stood on the sidewalk looking at a campus map, a young lady passing by paused briefly. With a big smile, she asked if she could help us find anything. That small gesture sparked a positive emotion that now has my son seriously considering the school.

Sometimes small gestures that show we care about clients or prospects are enough to trigger a positive emotion that will lead to a sale.

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