Every sales-driven organization should have a strategic turnover plan. Always turn a sale over to another salesperson in a strategic, rather than a pushy or aggressive, way.

FIVE REASONS TO TURN SALES OVER:

1 Personality or prejudice issues

2 Product knowledge or technical reasons

3 Bad vibes or sales indicators: The customer isn’t reacting to your presentation

4 Can’t close

5 Second voice: to confirm the transaction

FOUR THINGS TO TELL THE INCOMING SALESPERSON:

6 The reason for the turnover

7 The objection that the customer gave

8 The price, whether you have talked about it or not

9 Something that provides an opportunity for a nonbusiness conversation, e.g., Jennifer, this is Rachel. Rachel and I work opposite schedules so when you come back you’ll have a familiar person to talk to if I’m not here. Rachel, Jennifer is looking for a watch for her husband’s 40th birthday, which is Saturday. We’ve been looking in the $1,200 range, and she wants to think about it a bit.