EHS&S Toolbox: Salesmanship and the EHS&S Professional

EHS Toolbox: Salesmanship and the EHS&S Professional

How do you get those that you serve to do what you want? It’s not by mistake; an effective EHS&S professional has an effective EHS&S toolbox.  One important tool is the art of selling. Every day we sell ourselves and our programs. This session teaches basic sales technique from the EHS&S perspective.

Concepts such as;

• Establishing Rapport – know your client base, establish trust, develop relationships
• Product Knowledge – create a positive perception of you and your EHS team via my “Confidence and Competence” strategy
• Identifying the Real Decision Makers – who is really running the show? Learn how to identify and convince those important to your success
• Overcoming Objections – uncover all the reasons why your programs are ignored, create value, learn the effective sales technique;”Feel, Felt, Found”
• Closing the Deal – learn how to recognize when the timing is right to act, don’t just get someone to agree with you, know that they have “bought in” and are committed
• Maintenance Selling – learn how not to lose your clients once you have them

Prior to my EHS&S career, I learned how to sell professionally. Year after year I find that I use this tool as often or more than any other in my EHS&S toolbox. Though there is no replacement for solid EHS&S technical skills, learning proven basic sales technique is a powerful supplement.  This session will provide these tools in an easy to learn format.