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What Sales People Can Learn From 1st Responders.

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, February 27, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

What Sales People Can Learn From 1st Responders.

 

1st Responders (Police, Fire, and EMT) spend countless hours training and preparing, so they can calmly and professionally handle situations as they arise. Sales professionals can utilize a similar approach to improve sales situations. Consider the steps below to assist your efforts:

 

1. Be prepared at all timesHave your “sales tools” accessible with you in the field. Consider using a check-list to make sure you have extra business cards, sales collateral pads of paper & pens, and any product samples with you (or in your car).

 

2. Always assess the situation before you reactGather information and avoid knee-jerk reactions. Understand the emotional climate of the customer and realize that timing is everything.

 

3. Rely on your training, react accordingly and follow protocolMost situations have some common denominator that you have either seen, or prepared for in the past. Always listen first and then follow your plan or process. This will help eliminate operating on emotion or adrenaline.

 

4. Stabilize the situation and escalate or call for back-up as appropriate - Escalate to a Subject Matter Expert or member of your management team for additional support (don’t wing it). An alternative would be to let the customer know you will find the answer for them and will contact them within a specific timeframe.

 

Have a great sales week!

Tags:  Increasing Sales  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Preparation  Sales Professionals  Sales Quotas  Sales Results  Sales Skills  Sales Training 

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