subject: Easy Sales Training from SalesMonkeys [print this page] Easy Sales Training from SalesMonkeys Easy Sales Training from SalesMonkeys
Communications Pie
By Joe Miller and Matt Dahlstrom
Successful salespeople know how to communicate with their customer. If you can not communicate you will not sell. If you do not sell you will not make money. If you do not make money, well we all know what happens then. Here is a short sales training course on how to communicate effectively with your customer.
If you divide communication into three parts, how much of our communication would be verbal (the actual choice of words), tonality (the pitch or volume) and body language (the physical appearance of their body)? Do not just read on, lazy ass. Actually stop and think. Do you know this already? Good. You dont? Fine. Whether you do or not does not really matter. You may know the stats, but that does not mean you have put them to good use, which means youve actually practiced what has been preached.
Most people will guess equal parts, or approximately 33% each. Unfortunately, most people are wrong. Our actual words only account for 7% of our communication. The other 93% is the way we say it (body language and tonality). Therefore, it does not matter what you say but how you say it. Is that mind-blowing? To a salesperson, it usually is, because we are all talk. Talk, talk, talk. Talky-talky. Talky talk-talk. Whatever happened to listeny-listeny?
Tell a person they are a jerk and watch their reaction. Now, do it with a smile and they will love you for it. They understand this in the Southern United States. People from northern states move there and it blows their mind. You often can say the meanest, cruelest, or brutally honest thing about someone, as long as it is followed with a smile, a hand on your heart, and the verbal bless his heart. We know a lot of New Yorkers who moved to the South and found this to be a strange phenomenon. Why? Because even when New Yorkers say something nice (and truly mean it), it can sound harsh and a little less than heartfelt.
The tonality, rate of speech or volume says a lot more than the words you say. Your body language, the way you are sitting, standing, leaning or generally positioning your body says even more. One of our friends that we met in a sales management training course told us a story about his pet Golden Retriever.
Timmy has a lovable Golden Retriever named Hudson. He wanted to give his team a short sales training course on the importance of body language and tonality in the realm of communication so he got down on one knee one day, scratched Hudson under the chin, and spoke to his dog in his loudest and sternest voice. He said, Oh. Hudson! You stupid dog. I am gonna smack you on the head with a shovel today and bury you in the back yard. What do you think the dog did? Run away, cower, or lick Timmy on the lips!
If Timmy used his sweet, I am talking to a dog like a baby voice, you would be right to guess that Hudson would slobber him silly.
Timmy then stomped up to his dog, raised his hand over the dogs head and screamed, Hudson, you beautiful dog. I love you and I will feed you the very best food and take care of you forever.
What do you think the dog would do then? If you guessed cower on the ground or run away, you would be right.
Remember: It is not what you say, but how you say it. Learn this lesson and you will make selling easy, make more sales and earn more money.
Joe Miller and Matt Dahlstrom have been delivering sales training courses to some of Americas largest and most successful companies for over a decade. They are dedicated to helping every salesperson learn how to make selling easy, make more sales and earn more money.
Go to the website http://www.salesmonkeys.com and lick this link and you will have immediate FREE access to their ground breaking new sales training course Selling is Easy
