In Sales Training

Hurricane Irma, Donald Kelly, PlanningIt’s hurricane season at this time of year and we are definitely not out of the woods yet. It’s something that happens from June to November. And currently we are at the height of the hurricane season.

Hurricane Harvey has recently hit Texas and following that, Hurricane Irma came to hit the whole of Florida. It actually affected almost anyone living in the state and it has also affected Georgia and Alabama.

And so, I want to share with you some things that I’ve experienced during the storm that we can all relate to how we do sales.

Things I Learned From Hurricane Irma:

You have to be prepared.

Different parts of the country encourages every household to have a 72-hour kit, where you have enough supplies that can take care of you for 72 hours (ex. flashlight, dry food, water, etc. 72 hours is the average time that it takes for emergency rescue units to get to you after the storm.

What if you didn’t have anything with you in these three days? It’s therefore important to have something that can keep you going post-storm. But a lot of people ignore this and the result is a mad dash to the store last-minute amidst scarce supply. So the supply chain isn’t there. For instance, water is such a huge demand that when you look down the aisles of the store, there were not water products at all. People were just getting everything.

Application to sales:

  • You have to prepare and practice. Do role plays.
  • Work on your questions.
  • What are the common objections people are going to ask you?
  • What are some of the difficulties you’ve encountered when working with other opportunities before?
  • Where have you lost deals?
  • Practice your pitch and body posture.
  • Practice the fundamental basics. Just like the 72-hour kits, they’re just those basic stuff you might normally ignore. You have them but you don’t have them together.

Today’s Major Takeaway:

Take some time every single day to prepare. Perhaps spare 15 minutes in your late afternoon or anytime that it’s not peak hours in your business. And practice, practice, practice.

Go do role playing with your colleagues and find out the challenges they’re facing and vice versa. Then go over everything and bounce insights off each other.

The better you practice, the better you’re going to be when the time of need comes. And when it’s time to perform, we’re way better to perform in that situation.

Episode Resources:

The Science of Selling by David Hoffeld

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