subject: Sales Communication For Dummies [print this page] How communication in Sales can make a difference.
Effective sales communication is the key to sales success. Most people have never learned to communicate effectively and as a result of this, they often experience poor sales, a breakdown in communication, frustration, and resistance. Selling something can often be a tough call, but if you have mastered the art of effective sales communication on more than one level, you at least have a fighting chance to pull off a successful sale.
If you can read a clients behaviour such as buying signals and body language you will be a step ahead of the rest. Body language is a huge part of sales and the more you can read it the more your sales will increase. The experts say that it is 55% of our communication so if we are unaware of how to use it 55% of our results are wasted.
Some sales people like to also talk too much within a sale. They may also talk the client out of the sale just as much as into it. Be careful not to speak too much and listen to the client. Sometimes by showing your helpful and listening attitude you may find yourself walking away with a bigger sale than first thought. You can't make people interested in you by telling them all about you.
Be careful also not to assume too much. If you look for certain things from clients those are the things you normally see. Be open and take customers as they are. By assuming they can't afford something you may be preventing yourself from a great deal.
Always ensure that the other person hears you. It does not matter so much what you say as long as they get your message loud and clear. In return, make sure that you listen to what they are saying to you. They need to feel that you are listening to them, and that you understand their requirements. There is no point in spending two hours trying to sell a complete set of double glazing when the family only ever wanted a new back door. That is a waste of your time and theirs.
People tend to try to hide a lot of body language when buying as they try to wear a poker face. They eyes are a great way to tell what the client is up to and you can see if they are visually doing something or remembering voices or sounds. If you research visual eye gazing you will see that eyes are truly the windows to the soul.
Keep a close eye on the other person's voice pitch, tone, or volume. These can often be useful indicators of an intention to buy, or the beginning of a rejection to your sales pitch. You also need to watch their body language as this can sometimes give you plenty of clues as to their real thoughts, as opposed to what they might be telling you.
If you can use the person's name also this will help. People like to hear things about themselves and it's a great way to grab their attention also. By saying their name every now and again you grab their attention back and place it on what you need. Names are perfect for making an impression.
By clarifying all the concerns and objectives the client had at the end of the sale you help the client realise you have fulfilled your job. You can also ask the client smaller closed questions that you know they will agree too. This helps when you come in for the final close as the yes yes yes customer has now become more positive to accept your solution.
The outcome you are looking for is one where the client walks away with a solution that you can provide. If you find it difficult to close build more rapport in the early stages of the sale. This is another key to the sales process and yet another story.
