Ron Tanner

Ron Tanner is a business development specialist, whose company, Accelerated Marketing, provides coaching, mentoring, consulting, training, seminars, and workshops in the areas of sales, marketing, creativity, and web usability.

Ron Tanner is a business growth specialist, whose company, Accelerated Marketing Associates, provides coaching, mentoring, consulting, training, and workshops in the areas of sales, marketing, creativity, and web integration.

Ron TannerMarketing Associate
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Ron TannerMarketing Associate

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"The first thing that you have to remember is that ‘no' just means not yet," says Ron Tanner, president of Accelerated Marketing."If somebody is objecting, it's because you haven't given them enough value in buying from you.The sale always centers on value."

To overcome objections, Tanner advises asking the prospect open-ended questions related to how this particular purchase fits into his or her life.The right questions will expose not only the buyer's interest, but also the relevance of the products or services that you're selling.

As a salesperson builds that relationship and understands a buyer's needs and expectations, the salesperson is better able to explain the relevant values of the product or service.Again, this can only be accomplished by listening, not talking, to the prospect.Tanner says that, "The buyers will ultimately sell themselves.
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Tanner adds that it never hurts to find where the buck stops at that particular company."You have to get to the right decision maker," he says.

Ron Tanner, president of Accelerate Marketing, an Illinois-based business development firm, says that businesses that want to be successful in the area need to join as many groups, associations and chambers as they can.