Responding to Bad News

What are good tactics for responding to bad news?

• Take stock of your emotions
• Regulate your breathing, and challenge your self-talk
• If it helps, reframe the situation
• Be aware of your own and your client's motivators
• Read the cues to engage empathetically with how the client is feeling
• Stay calm and positive.
• Use appropriate humor
• Avoid over-expressing or defending yourself
• Wait until you are composed before having an in-depth conversation

Overview/Description

How you prepare for and respond to bad news and lost sales can make the difference between a dead end and an even better sales opportunity. This Business Impact explores emotionally intelligent strategies for dealing with bad news and lost sales.

Target Audience

Experienced sales professionals who wish to improve their ability to deal effectively with bad news