Can Salespeople Be Taught
To Think on Their Feet?

Have you ever been thrown off track by a tough client question? Has a client objection ever put you on the defensive? Have you ever driven home after a sales call, only to think of the perfect comeback when it's too late? If you've ever felt this way, you're not alone.

As a sales trainer, I teach people how to prepare for a sales presentation. But all the research in the world may not prepare you for a client's offbeat questions or objections.

It's tough to think on your feet in front of a challenging client. But imagine the challenge of "thinking on your feet" on stage in front of a live audience. Performers at Second City, the famous comedy troop, face this challenge during every one of their shows.

Second City (www.secondcity.com) produces comic actors like John Candy and Dan Aykroyd. But, they also offers training courses for business people who want to become more creative. So, I ventured to Second City's training center to learn how to "think on my feet."

In our first class, the instructor has us take a common object (like a Frisbee) and pretend it's something else (like a steering wheel.) It may sound silly. Heck, it FEELS silly! That's the point. The exercise takes me out of my comfort zone. It teaches me to tap into my creative subconscious.

During each 2-hour training session, I learn how to tap into my subconscious and create responses to challenging situations. I learn how to control the sweaty palms and racing heartbeat that occurs when a high value client shouts out an objection.

I'm glad I took their course. I can now adjust my sales presentation to handle unforeseen challenges. Learning how to improvise gives me confidence when dealing with a sales call gone wrong. The result: I feel calmer when dealing with a tough client objection. I can think on my feet and respond to my client's concerns. So, my sales calls result in more closed business.

Related tips:
This article gives 5 ideas on how to build your network of contacts at conferences, conventions and business meetings. This related story shows how to give a joint presentation with a co-worker.