SLH SALES SYSTEM SALES TRAINING MORSEL #2

WHY AIRLINE PILOTS PRACTICE

Was sitting on a United 777 in Denver during a snow-storm wondering whether I would make it home in time for that much-desired next-morning golf game.

A United pilot was my seat-mate and after determining the odds of departure, we talked about his day spent in an aircraft simulator. He told me how cool his job was and that a 757, under some circumstances, can fly well upside-down! At this point, I began to feel squeamish but was intrigued. He assured me that this maneuver was strongly encouraged only in the simulator.

Got to wondering – how much safer are our skies because of those simulators? And, how much better can Sellers be if we simply practiced a bit before working on live accounts? After all, cadavers are bestowed upon first-year medical students.

Try this. Set up a video-camera at home and do a three (3) minute sales role-play with a loved one. Explain that it will impact the family in a positive way and they’ll love you more for it. And, do it weekly.

One more thing. The Federal Aviation Administration demands that pilots get into those simulators on a regular basis. And, our Managers should require nothing less of us.

Good Selling!

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