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Sales Tip of the Week: 11-Steps to Overcoming Challenges

Part of being a great account executive is having the ability to overcome challenges with clients and referral sources. Sales people who handle problems well through a successful recovery strategy will develop stronger relationships and customers for life.

Here's your 11-step strategy checklist to overcoming challenges with clients and referral sources:

1. Admit a problem exists
2. Offer a genuine apology
3. Listen....understand
4. Ask questions....understand
5. Ask what can be done to repair the situation
6. State what has been done so far
7. State what will be done next
8. Never become defensive....stick to the facts
9. Do what you commit to do
10. Follow-up
11. Ask to continue the relationship