Think on your feet for outstanding results

A customer approached an employee at a neighborhood grocery store and asked if he could buy half a head of lettuce. No, the employee told him, they were sold whole.

But the customer persisted, pestering him to talk to the manager. The employee walked into the back room and said, “There’s some jerk out there who wants to buy only a half a head of lettuce.” 

The employee turned around to find the man standing right behind him, so he quickly added, “and this gentleman wants to buy the other half.”

The ability to think on your feet and react to events without prior thought or planning is a critical sales and life skill.

First, you must know your product inside and out. Understanding your product thoroughly allows you to answer questions confidently and direct conversations based on the client’s needs. Regularly review product features, benefits and common objections. Practice scenarios with your team to simulate real-world questions.

By truly listening, you can respond more effectively and tailor your pitch to address the client’s specific concerns. Practice active listening by summarizing what the client says before responding. This ensures you understand their needs and shows them you value their input.

Being aware of industry trends and news helps you provide relevant insights and solutions, so stay informed. Subscribe to industry newsletters, attend webinars and participate in networking events to keep your knowledge current.

Improvisation skills can help you handle unexpected situations and keep the conversation flowing smoothly. Consider joining an improv class or practicing with colleagues. Role-playing exercises can enhance your ability to think quickly and creatively.

Have a mental framework for your sales pitch so you can stay organized and focused, even when conversations take an unexpected turn. Create a flexible outline for your sales conversations, including key points and questions to guide the discussion.

Maintaining composure allows you to think clearly and respond effectively. Practice stress-reduction techniques such as deep breathing or mindfulness exercises to help you stay calm and focused.

Thinking on your feet in everyday conversations is a valuable skill that enhances communication and builds stronger relationships. 

One of the strategies that I use to develop this ability includes staying present. Being fully in the moment allows you to respond more naturally and authentically. Practice mindfulness techniques to help you focus. Avoid distractions, such as your phone, when engaging in conversations.

Expand your knowledge base, which allows you to contribute to a wide range of topics. Read widely, explore new interests, and engage in diverse experiences. This will give you more material to draw from in conversations.

Ask open-ended questions to encourage deeper dialogue and keep the conversation dynamic. Practice asking questions that start with “how,” “why” or “what.” This invites the other person to share more detailed responses.

Reflect on what the other person says to show that you are listening and clarify understanding. Summarize or paraphrase the speaker’s points before adding your own thoughts. This technique also buys you time to formulate your response.

Pausing before responding allows you to gather your thoughts and respond thoughtfully. Brief moments of silence in conversations are okay, so take a moment to think before speaking. Ask follow-up questions to ensure that you are hearing what they are trying to convey.

Try to understand the emotions and perspectives of others. This helps you respond more effectively and compassionately. Put yourself in the other person’s position and consider their feelings and viewpoints before responding.

Being able to think on your feet can prevent some potentially embarrassing, hurtful or even disastrous situations. 

Consider this fellow’s brilliant move: An emcee was seated between two distinguished U.S. senators at a big New York dinner. He went to the podium and said, “Ladies and gentlemen, it is my very great privilege to present to you an old friend, a man who is a staunch supporter of the Constitution. He is regarded in Washington as a friend of the veteran, a friend of business and of labor, a brilliant lawmaker. May I present to you at this time, the honorable ... the honorable ...”

Here the emcee realized his dilemma. Turning quickly from one senator to the other, he asked, “By the way, which one of you wants to speak first?”

Mackay’s Moral: In sales, the ability to think on your feet keeps you on track, no matter where the road leads.

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Harvey Mackay is the author of the New York Times bestseller “Swim With the Sharks Without Being Eaten Alive.” He can be reached through his website, www.harveymackay.com, by emailing [email protected] or by writing him at MackayMitchell Envelope Co., 2100 Elm St. SE, Minneapolis, MN 55414.