Managing safety starts with a good sales technique

The foundations of most
modern sales techniques lie in
five stages of action according
to the Bradley Group. These
techniques include:
Gaining attention
Look and act like the
qualified professional you
are. Look at how senior
managers dress and follow
suit
Get interest
Mention to managers how
good they’ll look to their
boss when they save the
company thousands of
pounds by reducing their
department’s sickness
absence and injuries.

Build desire
Show managers how much
easier things could be if
they weren’t constantly fire
fighting problems caused
by health and safety.

Increase desire
Prove to managers that the
effort is worth it in terms
of easier management and
reduced costs.

Encourage action
Ask the manager to act – if
they object, address their
objections.

So if relationship selling is
all about building a
relationship with managers
and staff by listening to their
needs, isn’t that exactly what
health and safety
professionals need to do?
If this has inspired you to
learn more; The Bradley
Group runs one day
seminars on how to sell
safety and other risk
management courses.

www.thebradleygroup.co.uk